target audience: TECH BUYER  Publication date: Oct 2022 - Document type: IDC FutureScape - Doc  Document number: # US49724422

IDC FutureScape: Worldwide B2B Sales Leadership 2023 Predictions


  • Michelle Morgan Loading
  • Gerry Murray Loading
  • David Wallace
  • Alan Webber Loading
  • Laurie Buczek Loading
  • Wayne Kurtzman Loading


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This IDC study presents IDC's top 10 agenda items for B2B sales organizations for 2022.

"B2B sales has been transformed," said Gerry Murray, director of IDC's Marketing and Sales Technology research service. "The two most significant trends that sales teams must master as rapidly as possible are virtual selling and value selling. These are intrinsic to all aspects of sales as well as customer experience. Sales organizations on the leading edge of digital transformation will outperform those that lag behind in technology adoption."


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