B2B sales leaders hope to transition into a data-driven business approach to drive revenue, claims a recent Gartner study.

Consumer behavior has become more unpredictable than ever amid the pandemic and economic downturn. As a result, CMOs are prioritizing adaptive systems based on advanced technologies to keep up and drive B2B revenue. AI, hyper-automation, and digital scalability are on the sales leaders’ radar currently.

Gartner’s recent research study revealed that nearly 60% of the B2B sales organizations would shift from experience, intuition-based selling to a data-driven selling approach by 2025. Marketers are planning to merge their system, applications, data, and analytics related to sales into a particular operational practice.

This initiative is steered by the movement to a multi-experience selling process – where B2B buyers prefer to connect with suppliers via digital and self-service channels. Here, the adaptive systems can help professionals with the sales interactions, transactions, and scalability among sellers and buyers.

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The rapid surge of interactivity between buyers and suppliers is most likely to lead to more interdependence of technology, people, and processes. This will render the traditional sales strategies less reliable with time, which most sales companies are not prepared for.

Simply put, a compelling blend of complementary sets of tools integrating functional and process silos can help to augment and automate business processes. Marketers consider automating the sales process steps that were analog-based before. They prefer moving interactions and transactions into digital commerce.

With sales leaders enabling selling through different channels, they need to focus on investing in virtual selling and digital commerce channels. Besides, rethinking the existing sales force deployment model is also crucial. Thus, Gartner suggests that business leaders need to consider a certain sales methodology –

  • Building an advanced business (sales) technology work plan
  • Prioritizing AI and automation-based proven B2B selling practices
  • Investing in advance technology that allows virtual selling and invites newcomers

As Tad Travis mentioned, Vice President Analyst at Gartner in the company blog post – “Embracing this change means sales leaders must adopt the principles of hyper-automation – accept they have to meet customers where they already are and bring B2B digital commerce into the fold.”

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Clearly, it is essential to adapt the evolving buyers’ preferences and behaviors while designing new sales models – including technology for better sales execution for the upcoming market trends.