AI....customers are interested...partners are educated...but the deals aren't closing. Why? Because there is a LOT of buyer psychology that comes into play when positioning and selling emerging technologies. They hype cycle drives desire and curiosity, but fear and risk undermine the decision-making/approval process. Far too often sellers are attaching AI to the wrong set of business drivers.

This session will focus on how to (re)position AI in your BC/CE sales cycles, based on the key learnings and outcomes of ten global AI practice optimization workshops Neural Impact delivered for Microsoft to leading AI services partners. Learn about their best practices, as well as from some of their mistakes so you avoid them yourself.
AI represents your company's single best chance to drive meaningful differentiation (especially if you focus on defined industries), but the window of opportunity won't be open for long. You'll learn how to transition from IT to business leaders, avoid the "proof-of-concept" trap, and overcome the two (emotional) AI objections that kill deals.