Experts Agree: It’s Time to Re-Evaluate Your Sales Process

The premier thought leaders in business today all seem to agree that B2B sales and marketing organizations that continue to invest in and leverage technology will be more effective at developing go-to-market strategies, efficiently engaging their target prospects, and improving the performance of their sales teams.

Below are links to some recent research.

Gartner's Top Strategic Predictions for 2024 and Beyond

• Top Take Away: GenAI makes salespeople and marketers better and more powerful personally and professionally.

• Key Quote: “Individuals can use GenAI to create better work products and interactions with others. By 2026, 30% of workers will leverage digital “charisma filters,” which make you seem better than you are.”

Commerce Tools: Pivotal Trends and Predictions in B2B Digital Commerce in 2024

• Top Take Away: 77% of B2B companies cited “digital transformation” as critical to their companies’ success.

• Key Quote: “B2B trendsetters have set themselves apart by treating digital transformation as a journey without an end-date” and “investing in digital commerce even in uncertain times.”

Varicent: The New Era of Go-To-Market Planning

• Top Take Away: Technology’s role in collaboration and planning has been amplified as it boosts organizational effectiveness.

• Key Quote: “Teams that use technology in their go-to-market planning are 9x times more likely to be effective.

VAINU: B2B Sales Trends in 2024

• Top Take Away: The #1 B2B sales trend in 2024 is the increased use of Generative AI in Sales.

• Key Quote: “2023 can be seen as a year when the adoption of GenAI started with curious individuals, but in 2024, RevOps teams will be ready for more systematic and company-wide implementations. We think the use cases won’t be limited to content creation but also encompass other parts of the job, such as prospecting, forecasting, and sales coaching.

Questions To Ask Yourself

Clearly, advances in technology don’t stand still. B2B sales and marketing organizations that continuously invest in and leverage technology will have a distinct competitive advantage.

• When was the last time you evaluated how you can automate business development and sales processes?

• Are you using technology to support your prospect’s buyer’s journey and make it easier for them to do business with you?

• Has your data mining and analytics changed and become more fine-tuned over the years?

• Are you using Generative AI in your sales and marketing, or do you still view it as science fiction?

*Editor's Note: This blog has been updated since its original post date.