Interactive Demos, AI Buying, and Why Sales Teams Need to Chill
This episode of GTM NewsDesk dives into how B2B buying is being reengineered—from top-funnel strategy to post-sale intelligence. Mark Kilens and Nick Bennett break down a recent LinkedIn report on modern buying trends, highlighting the shift from siloed marketing metrics to full-funnel revenue impact, AI-driven attribution, and the growing dominance of social-first over search-first discovery.
The headline stat? Over 50% of millennial and Gen Z B2B buyers now rely on social media and personal networks to make purchasing decisions. Also wild: half of all $1M+ B2B transactions are projected to go fully self-serve. Skeptical? So are they—but the signals are loud.
Enter Natalie Marcotullio from Navattic, who lays out a powerful case for interactive demos as the new must-have GTM weapon. Forget waiting three calls to show your product—buyers want to see it now, use-case-first, persona-aligned, and frictionless. Demos are no longer sales stage artifacts; they’re discovery engines and intent signal generators.
Key takeaways:
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Interactive demos build trust, qualify leads faster, and collapse the sales cycle.
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First-party demo data is gold—and complements ABM intent insights beautifully.
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“Show, don’t tell” isn’t a cliche—it’s a competitive advantage.
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Taste and critical thinking are the final moat in a world where AI builds the first draft.
Whether it’s demo centers personalized by industry (like Writer) or sales/marketing sync via demo analytics, Navattic is powering a buyer-first future that feels inevitable.
🧠 Real insight: The companies winning in 2030? They’ll be the ones who let their product, community, and customers do the selling.
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