IDC FutureScape: Worldwide B2B Sales Leadership 2025 Predictions

Description

This IDC study provides the 2025 top 10 predictions for B2B sales leadership."The future of sales technology brings with it opportunities to blend human intuition with technological innovation," says Michelle Morgan, research manager, Sales Force Productivity and Performance at IDC. "Organizations that effectively harness these intelligence systems will turn real-time insights into immediate action and competitive advantage, transforming sales from a human-driven art into a data-empowered science."

Product Code: US52630024

IDC FutureScape Figure

Executive Summary

IDC FutureScape Predictions

Summary of External Drivers
Predictions: Impact on Technology Buyers
- Prediction 1: By 2027, 60% of All G500 Organizations Will Use AI to Significantly Enhance Lead Scoring and Pipeline Management by Analyzing Customer Data and Behavior Patterns with Greater Precision
  - Associated Drivers
  - IT Impact
  - Guidance
- Prediction 2: By 2028, 30% of F500 Will Utilize AI to Create Personalized Sales Quotas That Are Precisely Aligned with Each Salesperson's Potential and Market Conditions
  - Associated Drivers
  - IT Impact
  - Guidance
- Prediction 3: To Drive Increased Sales of Service Product Offerings, 65% of G500 Organizations Will Introduce Dashboards, Gamification, and New KPI Specific to Aftermarket Services by 2027
  - Associated Drivers
  - IT Impact
  - Guidance
- Prediction 4: By the End of 2025, 75% of G1000 Companies Will Mandate Sales Teams Communicate with Customer Service and Aftermarket Service Leaders in Advance of Renewal Discussions to Align Value Proposition
  - Associated Drivers
  - IT Impact
  - Guidance
- Prediction 5: By 2027, 63% of G2000 Companies Will Reduce CRM Spending, Opting for More Advanced Data Tools (CDPs and Data Lakes), Diverse Sources (Third-Party Signals and ID Resolution), and AI-Powered Interfaces
  - Associated Drivers
  - IT Impact
  - Guidance
- Prediction 6: By 2029, AI-Driven Automation Will Empower 52% of G2000 Companies to Adopt Immersive Technologies to Reimagine Customer Engagement and Foster Deeper Connections
  - Associated Drivers
  - IT Impact
  - Guidance
- Prediction 7: By 2027, Bidirectional GenAI Will Push 80% of F500 to Create Bifurcated Sales Journeys Based on Whether They Are Interacting with a Human or a Bot Deployed by a Buyer
  - Associated Drivers
  - IT Impact
  - Guidance
- Prediction 8: By 2028, 50%+ of the CPQ Market Will Be Dominated by Much Larger RLM Offerings That Are Designed for Easier Integration, Data Management, and GenAI-Enabled Automations
  - Associated Drivers
  - IT Impact
  - Guidance
- Prediction 9: By 2026, 50% of Enterprises Will Have Assimilated Data for Account-Level Transparency Enabling Contact Center and Sales to Remain Specialists in Their Function But Maintain a Life-Cycle Perspective
  - Associated Drivers
  - IT Impact
  - Guidance
- Prediction 10: By 2028, 25% of Customer Service Agents Will Have Evolved into the Role of Concierge to Customers, Bridging the Gap Between Quota Earning Roles, Sales and Customer Success, and Pure Service
  - Associated Drivers
  - IT Impact
  - Guidance

Advice for Technology Buyers

External Drivers: Detail

AI-Driven Business Models - Moving from AI Experimentation to Monetization
The Drive to Automate - Toward a Data-Driven Future
AI-Driven Workplace Transformation - Building Tomorrow's Workforce Today
Responsible and Human-Centric Technology - Ethics in the Enterprise
Battling Against Technical Debt - Overcoming Hurdles to IT Modernization
Customer Experience Squared - Consumer and Citizen Expectations for Digital Services

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