Abstract

This IDC FutureScape presents 10 transformational trends for B2B sales leaders and their teams to consider as opportunities for differentiation and competitive advantage. Key themes include AI, analytical skills, value and virtual selling, and operational continuity — all of which are necessary to support consistently outstanding experiences throughout the customer life cycle.

"COVID-19 has radically changed the daily practice of field sales and the technology needed to make reps as productive as possible," said Gerry Murray, research director of IDC's Marketing and Sales Technology research service. "Every rep is now a virtual rep and may be for an extended period of time. In addition, every deal is under much more intense financial scrutiny. As a result, sales leaders must navigate transformations in workforce, technology, and customer expectations."


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