![]() Machine customers are non-human economic actors that obtain goods or services in exchange for payment. ![]() AR and VR will likewise emerge as a key sales mechanism, and the advent of machine customers is expected to create an entirely new target market for sales organizations.”Įlkin outlined the seven key disruptions that executives need to prepare for in the next five years: “For example, businesses are already seeing the impact of AI in many of the technology solutions they use, but generative AI in particular will be a breakthrough that will help scale sales content and engagement. “Technology is taking on an even more central role in the sales process, and chief sales officers (CSOs) need to get ahead of a series of innovations that will significantly disrupt sales strategy, engagement, pricing and enablement,” said Noah Elkin, VP Team Manager in the Gartner Sales practice. They include: generative artificial intelligence (AI), digital twin of the customer, augmented reality/virtual reality (AR/VR), machine customers, digital humans, emotion AI and multimodality. Sales leaders need to recognize, prioritize and respond to seven technology disruptions that will transform sales over the next five years, according to Gartner, Inc.
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