This IDC Perspective explores the transformative impact of generative AI on B2B sales by 2025, highlighting AI's role in automating routine tasks, enhancing sales efficiency, and redefining sales professionals' roles. It discusses the emergence of AI-powered SDRs and BDRs, vertical AI solutions tailored for specific industries, and AI-driven predictive forecasting. The piece emphasizes the need for upskilling, governance, and cultural adaptation to effectively integrate AI into sales processes, ensuring AI acts as a collaborative partner rather than a replacement."While sales teams may be hesitant to embrace change, agentic AI isn't just another tool — it's a transformative force that has the potential to liberate sales professionals from administrative burdens and spend more time building the strategic relationships that truly drive business growth," says Michelle Morgan, research manager, Sales Force Productivity and Performance, IDC. "The question isn't whether to adopt AI but how quickly can it be leveraged to stay competitive."
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