Gartner ThinkCast How to Rewrite the Sales Playbook With Agentic AI
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Sep 2, 2025 Dan Gottlieb, VP Analyst at Gartner, introduces the 'Great Sales Awakening'—a vital shift in how sales leaders must adapt in the age of AI. He discusses the declining effectiveness of traditional sales playbooks and the rise of agentic AI as a game-changer in account planning. Gottlieb emphasizes the need for AI literacy among leaders and outlines critical strategies for navigating quota pressures and leveraging AI for revenue growth. Tune in for insights on becoming a forward-thinking leader in this dynamic landscape.
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Traditional Sales Playbook Is Failing
- Sales' traditional big bets (hire more, upskill, change coverage) are losing effectiveness amid rising deal difficulty.
- Dan Gottlieb calls this pressure a leadership moment to reinvent sales for a new revenue productivity frontier.
Agentic AI Is The New Steam Engine
- Agentic AI is framed as the 'steam engine' for knowledge work capable of planning, deciding, and executing.
- Dan argues this tech lets leaders deconstruct sales craftsmanship and rebuild operations for scale.
Make Three Strategic Leadership Bets
- Set three leadership bets: chase new revenue productivity, make the org agentic, and future-fit talent fast.
- These bets orient resources, deconstruct work, and prepare talent to transform in days and weeks.