Summary
The success of generative AI (genAI) initiatives in B2B sales depends on sellers’ willingness to trust in automatic capture and analysis of their interactions with buyers. Building this trust is a challenge for many sales organizations accustomed to allowing more seller autonomy. Sales leaders who create a safe and transparent environment for their sellers will see greater trust, leading to a willingness to embrace the interaction capture required to realize value from genAI. In return, sellers will receive valuable insights that help them differentiate the company from the competition. In this report, we explain the importance of seller trust and how building it will lead to better results from genAI initiatives.
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