The question isn’t whether to adopt AI (you have zero choice) but more how to integrate it effectively.

So how do you stay ahead? Plan big, plan smart. Start fostering a “What if?” culture in your team, constantly exploring new possibilities for AI in every function. If you’re not thinking about it now, your competitors definitely are.

Here’s where I see AI driving massive change in B2B sales:

1. Boosted Productivity and Focus: AI takes care of the repetitive tasks that eat up time—like updating CRMs, generating leads, or managing follow-ups—so your team can focus on what truly matters: building meaningful relationships, closing deals, and driving results without the distractions.

Automation (GPT/AI) & Technology Integration

2. Smarter Sales and Personalized Growth: AI doesn’t just help you sell; it helps you sell smarter. By analysing customer behaviour, predicting needs, and personalising outreach in real time, AI enables you to connect with customers on a deeper level, expand into new markets, and close deals faster than ever.

3.Revolutionising Sales Models and Staying Ahead: With AI handling transactional tasks flawlessly, your team can focus on complex, high-value engagements where the human touch makes all the difference. Meanwhile, embedding AI into your strategy ensures agility and keeps you ahead in a world where customers expect instant, personalized interactions at every step.

The AI revolution isn’t “on the way”; it’s here and evolving faster than most can grasp, including myself and I’m a pro-active AI enthusiast (who isn’t?). Not surprisingly, sales and marketing functions saw the biggest jump in generative AI adoption from 2023 to 2024. And trust me, what AI can do today is only scratching the surface—five years from now, 90+% of its value will be in ways we aren’t currently using.