Last Look State of Sales 27 4 Practices That Drive Sales and Customer Success Rally Around the 04 Customer Journey Get Smart With customers demanding 03 consistent, contextualized, and About AI personalized experiences, selling Trade Intuition AI is projected to grow faster than is a team sport with reps playing 02 for Insights any other sales technology — and quarterback. Shared views of little wonder, since teams expect customer data across not just Make Time It’s been said that selling is an it to make a tremendous impact sales and marketing or sales and 01 for Selling art form — but that doesn’t mean on a variety of use cases. Rather service — but the three together — we can ignore the science. Sales than viewing AI as an existential are a critical ingredient for Winning deals and fostering loyalty teams in general, and particularly threat, teams that embrace AI to customer success. with today’s customers takes far high performers, are taking a new bolster reps’ performance may more than a good product at approach to selling: sharpening have a leg up in meeting — and the right price. Salespeople must their skills with data-driven insights. even predicting — their customers’ look beyond the transaction by As these insights become more expectations. demonstrating a thorough ingrained in top teams’ processes, understanding of their customers’ those without them risk falling unique needs, expectations, and behind the competition. circumstances. Teams whose reps are weighed down by processes and tasks will find it harder to meet elevated customer expectations. Salesforce Research