Study on AI and the Future of Sales

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Whether it’s redefining the world of marketing, finance or customer support, it is no secret that artificial intelligence (AI) is changing the way we work. Sales, as both a function and a profession, is no exception to the sea change. Our friends over at Cien produced a global study: The Future of Sales that reveals how attitudes, perception and behavior of high tech sales professionals is not what is often touted in the media.

Artificial Intelligence (AI), defined here as a self-learning system that augments or replaces human decision-making in complex situations with high information volumes, makes a new class of problems computable.

In the field of sales, for instance, AI can provide precise answers to difficult questions such as:

  • Why do teams make or miss their sales targets?
  • What set and sequence of actions would have the highest impact on sales?
  • How do I properly allocate sales and marketing resources and compensate sales professionals?

This study was conducted by Cien Inc between June 1st 2017 and July 1st 2017 and was restricted to 120 B2B software sales professionals. It provides data and insight on a range of topics, most notably:

  • How sales professionals see AI shaping the future of their profession (page 4)
  • What are sales leaders’ top priorities for 2017-2018 (page 5)
  • How do sales professionals see AI impacting the workflows and tools such as customer relationship management (CRM) systems (page 5)

Download the complete study HERE.


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