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Customer Insights


THE FUTURE OF SALES IN 2025: A GARTNER TREND INSIGHT REPORT

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The COVID-19 pandemic has drastically accelerated B2B digital commerce.
Digital-first is becoming the new normal for buyers, who dedicate less and less
time to offline interactions with suppliers.

This trend will increase over the coming years. According to Gartner, "By 2025,
80% of B2B sales interactions between suppliers and buyers will occur in digital
channels." This has a clear impact on traditional selling, which is highly
dependent on customer-facing interactions.



To successfully engage with the "digital-first" and "everywhere customer", sales
leaders must adopt a digital mindset and put the focus on multiexperience
selling via digital channels. This will exponentially increase the number of
touchpoints and interactions between buyers and sellers, creating
interdependencies and interconnections that will be hard to manage without the
right data and analytics tools.


ENHANCING SELLERS' EXPERIENCE AND INTUITION WITH DATA-DRIVEN INSIGHTS

Intuition and knowledge are not enough for the new virtual selling. The sellers'
talents need to be enhanced with technology able to gather and process data from
disparate sources, to finally provide highly valuable information to the sellers
for effective customer engagements.

In other words: "Sales leaders need to optimize their sales processes with
data-driven insights about the health of their pipeline, what deals to focus on
or (…) what to do next on a specific deal", states Gartner in the
above-mentioned report.

This is just one side of the future of B2B Sales, which will be defined by the
convergence of hyperautomation, digital scalability and AI. The prime location
for this convergence to take place is directly within a Salesforce or other
customer relationship management (CRM) system. Sales leaders stand to gain
incredible value by converting their systems of record to a system of insight
with an augmented CRM.

Read this report to understand the trend that Gartner is seeing for sales teams
through 2025.

Gartner, The Future of Sales in 2025: A Gartner Trend Insight Report, 8
September 2020, Tad Travis, Cristina Gomez, Michele Buckley

GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its
affiliates in the U.S. and internationally and is used herein with permission.
All rights reserved.




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