#forecasting

According to two new surveys released by Gartner at the Gartner CSO & Sales Leader Conference, B2B buyers now use an average of seven information sources during purchases, with 45% employing GenAI primarily to gather vendor and product information. Buyers reported a strong preference for low-friction experiences, as 67% favor a sales-rep-free process and 70% prefer a completely digital, self-service buying experience.

The Gartner survey of B2B buyers found that 69% prefer to validate...

Revenue teams have added AI copilots, summaries, prompts, and workflow add-ons that accelerate pockets of the sales process. Gartner research found that 39% of chief sales officers say AI-focused sales initiatives have increased the percentage of sellers who meet or exceed quotas.