target audience: TECH BUYER Publication date: Oct 2020 - Document type: IDC FutureScape - Doc Document number: # US46913120
IDC FutureScape: Worldwide B2B Sales Leaders 2021 Predictions
Table of Contents
-
IDC FutureScape Figure
-
Figure: IDC FutureScape: Worldwide B2B Sales Leaders 2021 Top 10 Predictions
-
-
Executive Summary
-
IDC FutureScape Predictions
-
Summary of External Drivers
-
Predictions: Impact on Technology Buyers
-
Prediction 1: By 2021, G2000 Companies That Adopt AI-Enabled Digital Adoption Platforms for Sales Training Will See a 40% Increase in Remote Sales Productivity
-
Associated Drivers
-
IT Impact
-
Business Impact
-
Guidance
-
Prediction 2: By 2023, 10% of the Largest B2B High-Tech Companies Will Adopt Value Selling Platforms Increasing Average Lifetime Account Revenue by at Least 15%
-
Associated Drivers
-
IT Impact
-
Guidance
-
Prediction 3: By 2022, 58% of G2000 Corporations Will Recognize at Least a 33% Social-Influenced Sales Uplift as a Result of Developing a Rich Social Presence That Is Timely, Empathic, and Persuasive
-
Associated Drivers
-
IT Impact
-
Guidance
-
Prediction 4: By 2023, 40% of G2000 Companies Will Use Embedded Voice Analytics to Automate Customer Interactions and Reduce Time to Productivity for New Sales Reps by 25%
-
Associated Drivers
-
IT Impact
-
Guidance
-
Prediction 5: By 2025, 57% of U.S. Consumers Will Employ a Personal Digital Assistant to Compare Products, Pricing, and Timing on Purchases
-
Associated Drivers
-
IT Impact
-
Guidance
-
Prediction 6: By 2023, AI-Powered Sales Assistants Will Become Intuitive, Trusted Companions to B2B Sales Reps and Assume 75% of Their Administrative Tasks, Raising Customer Satisfaction Scores by 22%
-
Associated Drivers
-
IT Impact
-
Guidance
-
Prediction 7: By 2023, 50% of G2000 Customers Will Evolve from a Seller/Buyer Model to a Maker/Partner Model with Their Key B2B and B2C Vendors Resulting in 25% Greater Customer Lifetime Value
-
Associated Drivers
-
IT Impact
-
Guidance
-
Prediction 8: By 2024, the Need for a New Breed of Salesperson Who Expertly Leverages Predictive Analytics, Deep Customer Intelligence, and Empathy Will Cause a Talent Turnover of 50% of the B2B Sales Force
-
Associated Drivers
-
IT Impact
-
Guidance
-
Prediction 9: By 2023, 60% of G2000 Companies Will Have Chatbot Trainers Who Train AI Agents to Address Emerging Customer Needs Resulting in 15% Faster Close Cycles
-
Associated Drivers
-
IT Impact
-
Guidance
-
Prediction 10: By 2022, G2000 Organizations That Offer AI-Enabled Work-from-Home Management and Compensation Models Will See a 30% Increase in Retention of Top Talent
-
Associated Driver
-
IT Impact
-
Business Impact
-
Guidance
-
-
Advice for Technology Buyers
-
EXTERNAL DRIVERS: DETAIL
-
The Next Normal — Resilient Business and Operating Models
-
Description
-
Context
-
Intelligence Everywhere — Data Drives Action
-
Description
-
Context
-
Digital Platform — Ecosystems at Scale
-
Description
-
Context
-
Customer Engagement Redefined — Safe, Secure, and Sustainable Digital Experience
-
Description
-
Context
-
Digital Divide — The Imperative of Connectivity
-
Description
-
Context
-
Work Transformation — Redefining Teams, Skills, and Leadership
-
Description
-
Context
-
The Learning Organization — Asymmetrical Advantage
-
Description
-
Context
-
-
Learn More
-
Related Research
-