1、The Future of SalesGartner for Sales 2020 Gartner,Inc.and/or its affiliates.All rights reserved.CM_GBS_1021228Transformational Strategies for B2B Sales OrganizationsThe Future of Sales2IntroductionB2B buying behavior has grown even more unpredictable with COVID-19 and market volatility.One client to

2、ld us their quarterly deal pipeline shrank to nearly zero in March 2020 when their prospects suspended all nonessential expenditures.Others report that without in-person meetings,their sellers dont achieve the level of engagement required to validate their pipeline predictions.And these trends occur

3、red on top of buying changes that were already disrupting B2B sales,and have since been compounded by the pandemic.B2B buyers increasingly want to engage with suppliers through digital and self-service channels.To support this shift to multiexperience buying,and the associated growth in the number o

4、f touchpoints and interactions between buyers and suppliers,sellers will need additional skills and technology capabilities.Our research suggests the future of sales will see a permanent transformation in strategy,processes and resource allocation that moves the sales organization from seller-centri

5、c to buyer-centric and from analog to hyperautomated,digital-first engagement with customers.The opportunity is enormous but only for progressive chief sales officers(CSOs)who act promptly to build adaptive systems to engage the“everywhere customer.”Gartner expects that by 2025 of B2B sales interact

6、ions between suppliers and buyers will occur in digital channelsof B2B sales organizations will transition from experience-and intuition-based selling to data-driven selling,merging their sales process,applications,data and analytics into a single operational practice80%60%Source:The Future of Sales