Gartner：2023未来的卖家报告-利用AI最大化赋能卖家的行动指南（英文版）（12页）.pdf

1、Actions to use AI to maximize seller impactSeller of the Future2Gartner for Sales Follow Us on LinkedIn Become a Client Seller of the FutureMake selling in the future simpler and more productive In an effort to meet constantly evolving customer behaviors,sales leaders have spent years increasing the

2、 number of technologies,tools and skills sellers need to do their job.But rather than delivering more,overwhelmed sellers find it difficult to meet their revenue targets.Gartner recommends sales leaders ask reps for less.Fewer skills,responsibilities and tasks will enable sellers to be more successf

3、ul.To do this,sales leaders should:Treat technology as a member of the sales team.Rather than giving salespeople more tech,give the tech itself more responsibility.AI can make this new approach possible.Allow sellers to focus where they matter the most.Narrow the seller role to focus on buyer behavi

4、ors through mentalizing and collaborating with new technology.Reducing role complexity with AI will free salespeople up to better address these human,emotional behaviors that drive high-quality deals.Source:GartnerThe Seller Role of the FutureBuying GroupSeller Selling TechnologyNavigate the Buying

5、EnvironmentElevate the Buyers Feelings Collaborate With Tech TeammatesThese two shifts will increase seller time to do what is most important help buyers affirm value,which leads to higher-value deals.3Gartner for Sales Follow Us on LinkedIn Become a Client Seller of the Future1Give sellers up to 27

6、%more time to focus on what matters mostn=1,101 B2B sellersSource:Gartner Seller Time Spend Assessment7%Nonselling Activities6%Finding Work-Arounds22%Conducting Sales Calls5%Prospecting16%Deal Negotiation and Closing9%Sales Planning16%Customer Meeting Preparation15%NonsellingActivities18%Conducting