AI enables buyers to develop in-house solutions

Sales professionals are facing a growing challenge as artificial intelligence enables buyers to develop in-house solutions rather than purchasing off-the-shelf products. This “build vs. buy” shift is driven by leadership's desire to innovate and reduce costs using AI chatbots and internal development teams.

Experts suggest that instead of defensively arguing against internal builds, sellers should seek to understand the prospect's plan. By listening to the buyer's objectives, sales teams can identify potential pitfalls in internal development and demonstrate their unique value proposition.