Ep.120 - AI-Driven Buyer Behavior, Trust, and the New Sales Playbook with Sabrina Parsons - Part 1
About this episode
This episode explores how AI is reshaping buyer behavior and the implications for sales and marketing strategies.
General Episode Description: In this episode of Selling Intelligence, Mark Petruzzi and KK Anderson sit down with Sabrina Parsons, CEO of Palo Alto Software, to explore how AI is rapidly reshaping buyer behavior and forcing a complete rethink of how companies sell, market, and build trust. Sabrina shares how search behavior has fundamentally shifted toward AI-generated answers, reducing click-throughs and changing how buyers consume information. She explains why this creates new challenges in clarity, especially around the “build vs buy” decision, and why sales teams must now work harder to guide buyers through uncertainty. The conversation also dives into the growing importance of trust, the evolving relationship between sales and marketing, and how organizations can use AI effectively without losing the human connection that ultimately drives decisions. What You’ll Learn: The New Buyer Behavior: How AI-driven search and LLMs are reducing clicks and changing how buyers gather information. The “Muddy Middle” Problem: Why AI has blurred clarity around what buyers actually need and whether they should build or buy. Selling in an AI World: How sales teams must adapt when…
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