Compounding disruption in the economic environment and evolving buying dynamics have left many sales organizations scrambling to adapt and meet revenue goals. Advances in artificial intelligence and sales analytics offer some clarity in an uncertain B2B sales world, but these solutions prompt sales leaders to ask: What should the human role look like in this new environment?​

Learn which specific approaches, capabilities and investments must be prioritized to boost revenue growth, seller motivation and customer engagement in a constantly changing B2B landscape. ​

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Today's CSOs must transform their key customer engagement strategy to be more selective by using a broader set of qualitative criteria and more prescriptive categorizations to identify the unique types of customer relationships within the key account tier. Gain the latest insight from peers on how they are identifying, engaging, managing, retaining and growing their most important customers via a formal or informal key account program.

The world of B2B sales has gone through rapid changes in recent years and continues to evolve. When customers prefer digital interactions and buyers want a rep-free experience, how can sellers avoid becoming extinct? We’ll shine a light on specific examples from progressive sales organizations that are acting now to optimize how human sellers will deliver value in the future.