TL;DR
- AI tools like Claude and Figma Make collapsed product dev cycles to days — even hours.
- But sales cycles are still bloated with delays, ghosting, and gatekeeping.
- The result? The first team to reply wins — and the rest lose without knowing why.
Claude did the coding. Your competitor did the closing.
In 2023, an MVP took a quarter.
In 2025, it takes a week — or less.
Thanks to AI-first tools like Claude Opus and Figma Make, one founder can ship a polished, production-grade product without touching a line of code. UI, backend, copy, even documentation — all generated, reviewed, and deployed faster than you can book a discovery call.
The build side of B2B just got a hard reset.
But here's what hasn't changed:
Buying.
We still see inboxes where demo requests sit unanswered for days.
Sales decks that dodge the question of price.
Follow-ups that feel like ghost stories.
And the contrast is starting to show.
The new buyer math
A founder builds a feature in five days.
They hit your “Contact Sales” button.
Nothing for 48 hours.
In that time, a competitor answers, books, and closes.
This isn’t hypothetical. It’s playing out daily.
Speed is no longer a bonus — it’s the default.
And response latency isn’t a minor issue — it’s how you lose unseen deals.
When build speed beats buy speed
What happens when AI cuts product timelines to a sprint —
but your sales motion is still a marathon?
Buyers don’t wait to find out. They just move on.
What’s interesting is that this shift isn’t loud.
You won’t see a LinkedIn post about it.
There won’t be a closed-lost note in your CRM.
You’ll just quietly lose deals to teams who:
- Show up first
- Price clearly
- And make buying feel as modern as building
GTM isn’t broken. It’s just outpaced.
This isn’t a rant against sales.
It’s a reckoning with speed.
In a world where product gets built in days, the entire funnel needs to match that velocity.
The fastest product won't win — the fastest response will.
Buyers now compare your process to Claude’s.
To Cursor’s autocomplete.
To the invisible speed of GPT-assisted workflows.
And they expect that same frictionless experience when they try to buy.
Final Thoughts
The dev stack got automated. The design process got AI-assisted.
Now the bottleneck is human — and it's squarely in go-to-market.
You don’t need to out-build your competitors.
You need to out-respond them.
Because Claude might be writing the code —
but someone else is writing the invoice.
