[Checklist] Enterprise buyers want results — here’s how to sell them your AI solution

Leveraging our work with hundreds of B2B software scaleups and relationships across the enterprise sector, here’s Insight’s guidance for AI companies entering the enterprise market. Enterprises often view AI with cautious optimism — interested in its potential but wary of its implementation complexities. To effectively sell AI to these large organizations, it’s crucial to address their specific concerns and priorities across several key areas: business value, trust, integration, and support.

What you will find in this report:

• What enterprise buyers really care about — ROI, security, compliance, and seamless integration
• How to handle common objections around data use, AI accuracy, and ethical concerns
• Tips for running effective proofs of concept and navigating long, complex sales cycles
• A self-checklist to gauge your team’s readiness to sell AI into enterprise environments

For founders and R&D leaders, being prepared to respond to critical questions from these buyers in a timely and complete manner will make the selling process go more smoothly and improve your success rate. You need to be able to confidently answer questions like: Will it deliver tangible value, can it integrate seamlessly with existing systems, and what about data ownership, security, scalability, and ROI?

These questions reflect the risks to be managed and mitigated within the enterprise buyer’s mindset. To succeed in selling AI solutions to businesses, it’s not enough to tout cutting-edge algorithms or futuristic capabilities. Enterprises demand clear, actionable outcomes: streamlined operations, better decision-making, and measurable results.

How do you bridge the gap between AI’s promise and enterprise adoption by focusing on what matters most — business value, trust, and seamless integration? Whether you’re just beginning to consider selling to the enterprise or have been doing so for years, understanding how to position AI as a tool for transformation — not just technology — can make all the difference in winning over enterprise customers.