Challenges and Opportunities in Building Data-Driven Go-To-Market Systems

This chapter explores the difficulties companies face when transitioning from predictive to prescriptive analytics in sales and suggests that generative AI could provide solutions. It also touches on how B2B pipelines are learning from B2C pipelines, drawing lessons from customer experience in sectors like logistics and manufacturing. The speaker recommends listening to a prior episode with Carlos Quizeta of Hewlett Packard Enterprises for further insights on AI and B2B customer journey signals.