Abstract

This IDC FutureScape presents IDC's top 10 agenda items for B2B sales leaders for 2022 and beyond.

"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 and value selling. These are intrinsic to all aspects of sales as well as customer experience. Digitally determined sellers that lead on these two trends will simply outperform their digital dilettante counterparts."


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