The latest mid-market research on the buyer-led sales process, the critical importance of brand affinity, and how agentic search is getting in the way today.
I speak to more and more executives and founders in traditional industries, from construction to manufactuing to roofing/hvac to legal and insurance – attributing ongoing sales to agentic search. It started with ChatGPT queries 2 years ago and now includes specific agents and MCPs reaching out for scoping projects out.
The sales-led process is less valuable than ever. The usual journey involves a ton of research, brand trust, recommendations, social word of mouth. Decisions are 84% pre-determined to the top 3 before a call is even scheduled.
The full issue this week:
Growth Shuttle InsiderGrowth Shuttle Insider
B2B Buyers Complete 70% of Research Before Any Sales Contact
Mario Peshev
