Planning Guide Report

B2B Sales Executives: Planning Assumptions 2022

Mike Pregler
Nancy Maluso
 and  one contributors
Sep 08, 2021

Summary

The B2B sales profession is at an inflection point, and sales executives must recognize the opportunity to transform their organization or risk being at a competitive disadvantage. Seismic socioeconomic shifts are changing the way B2B buyers are purchasing products. Most significantly, today’s B2B buyers are digital first and the vast explosion of data available from digital interactions enables AI applications to identify and predict which companies, opportunities, and actions are most likely to yield the best outcome. In this report, we identify five key trends sales leaders must understand and act on in 2022 to help their sales teams sell the way buyers want to buy.

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