IDC FutureScape: Worldwide B2B Sales Leaders 2021 Predictions

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

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• Related Research