What does real deal momentum look like when so much of the buying journey happens without sellers in the room?
Ross Rich (Accord), Robby Halford (Momentive Software), and Adam Freeman (Consensus) discuss the buyer behaviors that signal momentum, how revenue teams can act on them, and where AI can help keep deals moving forward.
Right now, buyers are doing a lot without us. 67% of B2B buyers prefer a rep-free experience, 45% used AI during a recent purchase, and buyers use an average of seven information sources along the way.
Yet most revenue teams are still managing pipeline based on seller activity: Calls completed. Emails sent. Meetings booked. Opportunities advanced.
The problem is that a deal can look great in the CRM and still be losing momentum.
Did the buyer come back? Did they dig deeper into the product? Did new stakeholders get involved? Did the conversation move forward, or did everyone just agree to “circle back next week”?
This session talks about how to build a revenue motion around what buyers are actually doing, not just what your team is reporting.
Hear more about:
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The buyer behaviors that signal real deal momentum
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How to turn those signals into clear next steps across sales and presales
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How to spot stalled deals before they become forecast surprises
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Where AI can help connect the dots and keep momentum moving
