The Gartner Sales Podcast The State of Generative AI in Sales, With Adnan Zijadic
Mar 29, 2024
Adnan Zijadic, Gartner director analyst, discusses the state of Generative AI in B2B sales with highlights on use cases, C-suite engagement, and missed opportunities. Topics include challenges in AI adoption, pivotal role of C-suite, potential and concerns of Generative AI, and expectations for sales leaders.
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Episode notes
Learning and Lagging
- Sales organizations are learning about Generative AI but lagging in implementation.
- They are investigating use cases and implications but not prioritizing GenAI sufficiently.
C-Suite Driven Adoption
- The C-suite, primarily CTOs, CIOs, and CEOs, are driving company-wide GenAI strategies.
- This is due to their understanding of technology, IP, cybersecurity, and broader company vision.
Grassroots Adoption
- Individual sellers are showing interest in GenAI and often adopting tools like ChatGPT independently.
- This "shadow use" mirrors past technology adoption trends in sales organizations.