The Gartner Sales Podcast Seizing the Moment: 3 Big Bets to Transform B2B Sales
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Jun 4, 2025 Join Dan Gottlieb, a vice president analyst in the Gartner for Sales practice who specializes in sales technology and AI, as he dives into the transformative era of B2B sales. Discover three big bets sales leaders can take: redefining leadership for the AI age, structuring agentic sales organizations, and prioritizing future-fit talent. The conversation delves into the revolutionary impact of AI on sales roles and emphasizes innovative strategies for adapting to economic shifts and enhancing productivity.
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Foundational Shift in B2B Sales
- We are at a foundational shift in B2B sales driven by labor, economics, resources, and AI technology convergence.
- This moment offers a unique opportunity to chase a new revenue productivity frontier with AI support.
AI and the New Industrial Revolution
- The convergence of agentic AI, labor challenges, economic shifts, and resources is creating an industrial revolution for knowledge work.
- This change will be rapid and transformative, akin to the speed of the COVID-induced organizational shifts.
Three Big Bets for Sales Leaders
- Sales leaders should make three big bets: leadership in the AI era, building an agentic sales organization, and prioritizing future-fit talent.
- These bets position sales organizations to seize the great sales awakening and create competitive advantages.