Planning Guide Report

B2B Sales Executives: Planning Assumptions 2022

September 8th, 2021
Mike Pregler, VP, Research Director
Mike Pregler VP, Research Director
Stephanie Sissler, VP, Principal Analyst
Stephanie Sissler VP, Principal Analyst
Nancy Maluso, null
Nancy Maluso
With contributor:
Philip Harrell

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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