IDC FutureScape: Worldwide B2B Sales Leadership 2024 Predictions
This IDC study presents IDC's 2024 top 10 predictions for B2B sales leadership."Several key trends are reshaping the landscape of B2B sales," says Michelle Morgan, research manager, Sales Force Productivity and Performance at IDC. "Everything from a growing preference for self-guided purchase journeys to the proliferation of data analytics and artificial intelligence will continue to impact how businesses discover, research, and make purchasing decisions. Adapting to these evolving trends will be critical if sales organizations want to continue to compete in this very noisy and dynamic market."
Please Note: Extended description available upon request.
- IDC FutureScape Figure
- Executive Summary
- IDC FutureScape Predictions
- Summary of External Drivers
- Predictions: Impact on Technology Buyers
- Prediction 1: To Engage Clients More Precisely at the Right Buying Moment, by 2027, 65% of G2000 Firms Will Equip Sales Teams with Real-Time Insights from Service Interactions Improving Leads from the Field
- Associated Drivers
- IT Impact
- Guidance
- Prediction 2: By 2026, over 30% of Organizations That Leverage Sophisticated AI to Produce Their Products or Services Will Disclose the Sources of Data Used to Train the AI Models Utilized
- Associated Drivers
- IT Impact
- Guidance
- Prediction 3: By 2026, 30% of G2000 Firms Using GenAI in CPQ on B2B eCommerce Sites Will Significantly Reduce Dependence on Salespeople and Accelerate Sales Cycles, Thereby Improving Profitability by 45%
- Associated Drivers
- IT Impact
- Guidance
- Prediction 4: By 2026, 37% of the G500 B2B Sales Organizations Will Shift from Pipeline Management to Orchestrating Experience in a Team of Teams with Data and Creative Content to Deliver the Right Engagement
- Associated Drivers
- IT Impact
- Guidance
- Prediction 5: By 2028, 70% of B2B Buyers in the United States Will Use GenAI to Help Them Discover, Evaluate, and Select Products and Services
- Associated Drivers
- IT Impact
- Guidance
- Prediction 6: By 2025, Sales Teams That Adopt GenAI Will Decrease the Time They Spend on Nonrevenue-Generating Activities by 45%
- Associated Drivers
- IT Impact
- Guidance
- Prediction 7: By 2025, Automation Across Lead Assessment, Opportunity Routing, and Content Generation Will Reduce Meaningful Lead Engagement to <1 Day in 60% of B2B Organizations
- Associated Drivers
- IT Impact
- Guidance
- Prediction 8: By 2027, G2000 Organizations Will Lead in Implementing AI Universally Across Customer Data and All Customer Interactions to Act on Customer Signals in Real Time for 30% Improved Revenue Outcomes
- Associated Drivers
- IT Impact
- Guidance
- Prediction 9: By 2025, 80% of G500 B2B Multinationals Will Have Experimented with the Delivery of Live or AI-Guided Shopping Experiences as They Expand into B2B2C Business Models
- Associated Drivers
- IT Impact
- Guidance
- Prediction 10: By 2027, 60% of First-Touch Sales Activities Will Be Handled by AI, Significantly Reducing the Need for Entry-Level Sales Roles and Requiring More Consultative Skills from Senior Sales Staff
- Associated Drivers
- IT Impact
- Guidance
- Advice for Technology Buyers
- External Drivers: Detail
- AI Everywhere — Generative AI Takes the Spotlight
- The Drive to Automate — Maximizing Efficiency and New Opportunities
- The Digital Business Imperative — Competitiveness and Outcomes
- Dynamic Work and Skills Requirements — New Work Mode Era
- Shifting Tech Regulatory Landscape — Navigating Risk and Opportunity
- Learn More
- Related Research
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