The Buyer Doesn t Want a Demo Call. Now What?

B2B buying is different from two years ago. Buyers ask ChatGPT first. Fewer of them visit, but those who do are closer to buying, and every click costs more. Yet 90%+ of visitors leave, and we never learn who they were.

Storylane analyzed 2,225 questions from 1,332 RepX conversations. Only 3.1% of buyer questions asked to talk to a human. Buyers wanted pricing, features, integrations, and competitive comparisons, and they were 30%+ more willing to talk price with an agent than with a rep. They shared an email once they’d gotten answers: 1% after one message, 33% after 11 or more.

For trust, buyers still go to a human. Security and compliance made up 1.5% of what buyers asked the agent, compared with 42% with human sellers. 69% of buyers want a rep to verify what the AI told them, and Gartner finds buyers are 1.65x more likely to regret a purchase made fully self-serve.

In this session, Jackson Eldridge (Lead Demo Strategist, Storylane) covers what buyers actually want, what they get today (a form, an SDR call, qualification, and maybe a demo), and what the journey should look like when the buyer chooses when to talk. He’ll share four changes for GTM leaders and a free tool to score how easy it is to buy from your website.

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