Gartner: 69% of B2B buyers check what AI told them with a salesperson
AI is doing the research. People still close the deal. The seller who calls first, with the facts right, wins.
As reported by Demand Gen Report, Gartner research finds that 69% of B2B buyers validate AI-generated insights with sales reps, that 45% use generative AI during purchase research, and that human sellers can raise buyer confidence by up to 32 percentage points. Gartner expects that by 2027, 95% of seller research will start with AI.
These figures come from a secondary summary; we will link Gartner's own release when it is public.
What it means if you sell to businesses
Read that the right way round. AI hasn't replaced the salesperson. It has made the salesperson the fact-checker the buyer turns to. The rep who arrives prepared, with the buyer's real situation and a dated reason to talk, is the one they trust.
That is the job our AI Swarm does before your people pick up the phone: the research, the reason, the draft. Your people bring the judgement and the relationship.
See your market on one page. Free.
Tell us what you sell and where. Within days you get a one-page Market Brief: the companies buying now, who decides, why now, and how AI tools describe your company.
