IDC FutureScape: Worldwide B2B Sales Leadership 2023 Predictions

IDC FutureScape Figure

• Figure: IDC FutureScape: Worldwide B2B Sales Leadership 2023 Top 10 Predictions

Executive Summary

• Table: Travel and Expense Budget Recovery Expectations (% of Respondents)

• Table: Selling from Home Impacts: Digital Determined Versus Digital Dilettantes, 2022 (% of Respondents)

IDC FutureScape Predictions

• Summary of External Drivers

• Predictions: Impact on Technology Buyers

• Prediction 1: By 2027, New Government Regulations Will Drive 80% of Companies to Personalize the Whole Customer Data Relationship from Collection to Protection to Activation

• Associated Drivers

• IT Impact

• Guidance

• Prediction 2: By 2025, 70% 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 15% 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, B2B Companies That Adopt Value Selling Platforms Will Increase Revenue by More than 15%

• Associated Drivers

• IT Impact

• Guidance

• Prediction 6: By 2025, 52% of G2000 B2B Field Sales Teams Will Shrink in Size by 40% as Effectiveness Is Gained with Digital Engagement and Sales Leaders Hire a New Breed of Digital Salespeople

• Associated Drivers

• IT Impact

• Guidance

• Prediction 7: By 2027, 62% of G2000 Sales Organizations Will Use Data, Analytics, and AI to Usurp Traditional Sales Functions by Adaptively Orchestrating the Creation and Delivery of the Best Content and Engagement

• Associated Drivers

• IT Impact

• Guidance

• Prediction 8: By 2024, 85% of G1000 Sales Organizations Will Adopt AI-Powered Selling Models That Facilitate Onboarding, Remote Coaching and Learning, and Conversational Analytics

• Associated Drivers

• IT Impact

• Guidance

• Prediction 9: By 2024, 60% of G5000 Brands Will Recognize the Sales Funnel Has Been Replaced by an Infinity Loop–Shaped Buyer's Journey with Real-Time Influencers and Communities

• 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

• Cybersecurity and Risk — Scaling and Evolving Threat Environment

• Digital Business — Stepping Stone to the Future Enterprise

• Meaningful Intelligence — Differentiated Decision Power

• Work Mode Upheaval — New Models and Leadership

• Ecosystem-Based Innovation — Driving Enterprise Value

• Embracing the Metaverse — New Levels of Immersion

• Everything as a Service — Thriving Through the Change

Learn More

• Related Research