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The Impact of Technology on Sales Performance in B2B Companies

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  • John Deep Smith

Abstract

This article provides an in-depth exploration of the multifaceted impact of technology on sales performance within B2B companies. It delves into how digital transformation and the integration of advanced technologies such as artificial intelligence, machine learning, and big data analytics have revolutionized traditional sales processes, enhancing efficiency, customer engagement, and ultimately, sales outcomes. The discussion spans several key areas, including the pivotal role of customer relationship management (CRM) systems in improving sales processes, the significance of digital marketing in reaching and engaging with potential customers, and the transformative effects of automation and chatbots in streamlining sales operations and providing superior customer service. The article also touches on the emerging trend of IoT-enabled selling and its potential to offer personalized and proactive sales experiences. Through a series of case studies, the article illustrates successful implementations of technology in B2B sales, showcasing the tangible benefits and improvements in sales performance. However, it also addresses the challenges and barriers to technology adoption, such as resistance to change and integration difficulties, while offering strategies to overcome these obstacles. The future trends section anticipates further advancements in tech-driven sales practices, highlighting the ongoing evolution of the B2B sales landscape driven by technological innovation.

Suggested Citation

  • John Deep Smith, 2024. "The Impact of Technology on Sales Performance in B2B Companies," Journal of Artificial Intelligence General science (JAIGS) ISSN:3006-4023, Open Knowledge, vol. 3(1), pages 246-261.
    • Handle: RePEc:das:njaigs:v:3:y:2024:i:1:p:246-261:id:118
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    References listed on IDEAS

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    1. Kannan, P.K. & Li, Hongshuang “Alice”, 2017. "Digital marketing: A framework, review and research agenda," International Journal of Research in Marketing, Elsevier, vol. 34(1), pages 22-45.
    2. Gregor Jagodič & Borut Milfelner, 2020. "Impact of marketing resource on company performance on B2B markets," International Journal of Innovation and Learning, Inderscience Enterprises Ltd, vol. 28(2), pages 180-205.
    3. Lo, Fang-Yi & Campos, Nayara, 2018. "Blending Internet-of-Things (IoT) solutions into relationship marketing strategies," Technological Forecasting and Social Change, Elsevier, vol. 137(C), pages 10-18.
    4. Michael Ahearne & Eli Jones & Adam Rapp & John Mathieu, 2008. "High Touch Through High Tech: The Impact of Salesperson Technology Usage on Sales Performance via Mediating Mechanisms," Management Science, INFORMS, vol. 54(4), pages 671-685, April.
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    Cited by:

    1. Amizur Nachshoni, 2024. "The Impact of Principal on Teacher Motivation in Secondary Schools," Journal of Artificial Intelligence General science (JAIGS) ISSN:3006-4023, Open Knowledge, vol. 4(1), pages 27-44.
    2. Md.Mafiqul Islam, 2024. "Utilizing AI for Social Good: Tackling Global Issues and Fostering Inclusive Solutions," Journal of Artificial Intelligence General science (JAIGS) ISSN:3006-4023, Open Knowledge, vol. 3(1), pages 341-362.

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