Gartner Opening Keynote: Prioritizing the Human Touch: Connecting the Buyer, Seller and Sales Leader of The Future
Speakers: Alice Walmesley, Director, Advisory
Robert Blaisdell, Senior Director Analyst
The pace of change is accelerating, putting revenue goals at risk and leading to buyer dysfunction. The normal approach to deal with dysfunction relies on sellers, CSOs' most flexible but expensive assets. Yet the talent rollercoaster of the last three years is making them less reliable.
Sales is at a turning point. Technologies such as generative AI, emotion AI and digital humans are revolutionizing the seller role and helping unlock the full potential of sellers.
Together with technology, humans can deliver value affirmation to buyers, or interactions that make them confident in their purchase decision, through the unique attributes they bring to the table such as empathy hacking and active listening.
Featured session: Using the Power of AI to Boost Sales Productivity
Speaker: Doug Bushée, VP Analyst
By 2025, 75% of B2B sales organizations will augment traditional sales playbooks with AI-guided selling solutions.
AI is already improving enablement efforts in three key areas:
- Productivity: Tools such as conversational AI and automatic data capture are freeing up time for sellers to focus on more complex, high-impact tasks.
- Quality: Tools offering real-time guidance and personalized recommendations are improving the quality of sellers’ results.
- Insights: AI provides sales teams with valuable customer insights to assist with forecasting and lead scoring.