AI SDRs, AI lead sourcing, AI lead qualification, AI sales rools … AI in the sales process is getting a lot of love. But the real change will be driven by AI in the buying process. How is AI being used in the buying process? How will this impact pricing? Do companies need to generate value and pricing in forms that are easy for AIs to consume and process? AI in the buying process will have a bigger impact than AI in the sales process.

B2B SaaS companies are all over the map when it comes to sharing their pricing online. Will the incursion of AI into the buying process change that? In this post we explore how buyers might use prompts to estimate price and value. And then we test it in our own category of value based pricing and customer value management. We end with some predictions and recommendations on if, when and how to present your price so that generative AI can use it in recommendations.