target audience: TECH BUYER  Publication date: Oct 2020 - Document type: IDC FutureScape - Doc  Document number: # US46913120

IDC FutureScape: Worldwide B2B Sales Leaders 2021 Predictions

By: 

  • Gerry Murray Loading
  • Laurie Buczek Loading
  • Wayne Kurtzman Loading
  • Amy Loomis, Ph.D. Loading
  • Alan Webber Loading

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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