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Using AI to Grow B2B Sales Revenue and Optimise Costs

Published by Gartner® 

Sales leaders should use this Gartner research report to "align with cost-optimization targets and drive revenue growth".

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Here's what's inside 👇


Gartner vision for the AI Future of sales 

Gartner has defined an AI future for sales tools, and has developed a vision for B2B organizations demonstrating the following abilities:

  • Predictive insights: "AI is used to unveil insights in real time by scoring opportunities, segmenting customers or summarizing data."
  • Intelligence: "Adding intelligence to sales execution improves the overall data quality by monitoring data entries, and making suggestive enrichment recommendations on data entries to the lead or opportunity record."
  •  Prescriptive: "Sellers need help deciding what to do next on sales deals. To that end, AI can give sellers multiple predictive next best actions via prescriptive guided selling applications."

Augmenting existing Revenue Technology with AI

"While sales organizations prioritize revenue technologies based on their ability to help a sales leader achieve growth, AI-powered applications can further augment three of the top five technologies from the figure on the right,  all of which depend on foundational data quality."

"Artificial intelligence, when applied to B2B sales cycles, exhibits distinct use cases compared to those in consumer sales. Among these are the automation of labor-intensive tasks such as initiating contact with potential clients, conducting follow-ups and maintaining engagement with leads."


Gartner ® , Use AI to Grow B2B Sales Revenue and Optimize Costs, 

By Adnan Zijadic, Melissa Hilbert, Ilona Hansen, Guy Wood, Varun Agarwal, 16 May 2023

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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