7 Sales Tech Disruptions from Gartner’s CSO & Sales Leader Conference


Constant change is overwhelming today’s sellers and undermining sales effectiveness in the process. In the Gartner Opening Keynote at the CSO & Sales Leader Conference, Alice Walmesley Director, Advisory at Gartner, and Scott Collins, Managing Vice President at Gartner, explained how and why to become an adaptable sales organization in today’s unpredictable world. 

Craig Rosenberg, Distinguished VP Analyst, Gartner explored the sales tech disruptions sales leaders need to prioritize, what it means for their organizations, and how to prepare accordingly.

  • Multiexperience: Apply new channel-less thinking to deliver a unified CX in a world with an increasing array of digital touchpoints and interaction modalities
  • Generative AI: Technology that can generate artifacts that previously relied on humans, delivering results without the biases of human experiences.
  • Augmented reality/virtual reality: B2B buying and selling is going digital, prompting sales organizations to find new ways to engage.
  • Emotional AI: Systems such as sentiment analysis in emails or audio based speech analytics that analyze, process and respond to emotions. By 2025, AI identification of emotions will influence 30% of the messaging a buyer receives, disrupting empathic ability, engagement, buyer insights and sales enablement. 
  • Digital Twin of the Customer: A dynamic virtual representation of a customer developed from physical and digital interactions. This will be used to emulate and predict their behavior, disrupting everything from scenario planning to messaging effectiveness.
  • Digital humans: AI-driven humans that engage with customers and internally, and create a new type of seller. By 2026, half of B2B buyers will interact with a digital human in the buying cycle.
  • Machine buying: A non-human economic actor that obtains goods and services in exchange for payments, and creates a new type of buyer.