target audience: TECH BUYER  Publication date: Oct 2023 - Document type: IDC FutureScape - Doc  Document number: # US51280723

IDC FutureScape: Worldwide B2B Sales Leadership 2024 Predictions


  • Michelle Morgan Loading
  • Heather Hershey Loading
  • Roger Beharry Lall Loading
  • Gerry Murray Loading
  • David Wallace
  • Mary Wardley Loading
  • Aly Pinder Loading
  • Laurie Buczek Loading
  • Patrick Reymann Loading


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This IDC study presents IDC's 2024 top 10 predictions for B2B sales leadership.

"Several key trends are reshaping the landscape of B2B sales," says Michelle Morgan, research manager, Sales Force Productivity and Performance at IDC. "Everything from a growing preference for self-guided purchase journeys to the proliferation of data analytics and artificial intelligence will continue to impact how businesses discover, research, and make purchasing decisions. Adapting to these evolving trends will be critical if sales organizations want to continue to compete in this very noisy and dynamic market."


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