IDC FutureScape: Worldwide B2B Sales Leaders 2022 Predictions

IDC FutureScape Figure

• Figure: IDC FutureScape: Worldwide B2B Sales Leaders 2022 Top 10 Predictions

Executive Summary

• Table: Impact of Selling from Home: Digitally Determined Versus Digital Dilettantes

IDC FutureScape Predictions

• Summary of External Drivers

• Predictions: Impact on Technology Buyers

• Prediction 1: By 2026, Half of Companies Will Reduce/Eliminate Personalization Efforts Because of Privacy and Customer Data Management Issues, Replacing It with Intelligent Personas and Experience Contextualization

• Associated Drivers

• IT Impact

• Guidance

• Prediction 2: By 2025, 60% of G2000 B2B Firms Will Use AI-Powered, Omni-Channel Sales Intelligence Apps with Real-Time Customer and Enterprise Data to Boost Sales Productivity by 20%, Improving Sales by 10%

• Associated Drivers

• IT Impact

• Guidance

• Prediction 3: By 2025, 75% of G2000 B2B Firms Will Expand RevOps Adoption as the Digital Nerve Center Propelling Sales Velocity, Efficiency, and CX, Resulting in 10% Market Share Increases Versus Competitors

• Associated Drivers

• IT Impact

• Guidance

• Prediction 4: By 2024, 50% of Field Sales Will Still Be Conducted Online as Virtual Selling Technology and Skills Mature and Companies Maintain SGA Budget Reductions

• Associated Drivers

• IT Impact

• Guidance

• Prediction 5: By 2024, 10% of the Largest B2B Companies Will Adopt Value Selling Platforms, Increasing Average Lifetime Account Revenue by at Least 15%

• Associated Drivers

• IT Impact

• Guidance

• Prediction 6: By 2025, 60% of G2000 B2B Field Sales Teams Will Shrink in Size by 40% as Effectiveness Is Gained with Digital Engagement and as Sales Leaders Hire a New Breed of Outside Salespeople

• Associated Drivers

• IT Impact

• Guidance

• Prediction 7: By 2026, 40% of G2000 B2B Marketing and Sales Organizations Will Merge AI-Powered Account-Based Marketing and Digital Sales to Grow Key Accounts

• Associated Drivers

• IT Impact

• Guidance

• Prediction 8: By 2023, Virtual Selling Will Demand Interactive Sales and Enablement Capabilities, with 65% of G1000 Business Sales Leaders Relying on Remote Coaching and Training Tools, Such as Conversational AI

• Associated Drivers

• IT Impact

• Guidance

• Prediction 9: Replaced by an Infinity Loop–Shaped Buyer's Journey with Real-Time Influencers and Communities, by 2023, 60% of G5000 Brands Will Recognize That a Linear Sales Funnel No Longer Exists

• Associated Drivers

• IT Impact

• Guidance

• Prediction 10: By 2025, 50% of Companies That Do Not Provide a Well-Moderated Social Presence and Robust Community Will No Longer Be the Subject Matter Experts on Their Own Products

• Associated Drivers

• IT Impact

• Guidance

Advice for Technology Buyers

External Drivers: Detail

• Pervasive Disruption Continues — Volatility, Opportunity, and Resilience

• Cybersecurity and Risk — The Threat Environment Just Keeps Scaling

• The Future Enterprise — Thriving in a Jungle of Agile Innovation

• Embracing Digital First — New Strategies for Complexity and Ubiquity

• Intelligence on Demand — Navigating the Torrent of Data

• Workforce Outlook — Redefining Teams, Reinventing Models, and Rethinking Leadership

• Engagement Reimagined — From Responsive to Anticipatory

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• Related Research