AI is Reshaping B2B Sales - Do You Know The Best Use Cases?

Enterprise sales teams are under pressure to deliver more, faster, and AI is often positioned as the fix. But not all AI is created equal. According to Gartner®, “Many business problems require a combination of different AI techniques and use cases, which are likely to be ignored if organizations maintain a short-sighted focus only on generative AI for sales.”

“This research identifies 19 of the most prominent nongenerative AI use cases that can improve B2B sales. Throughout many industries and organizations, chief sales officers can use this as a starting point for making more judicious investments in AI use cases for strategic planning purposes.” Each use case is evaluated across value and feasibility, helping you align AI investments with your organization's readiness, maturity, and strategic priorities.

The result of a better AI roadmap? This analysis concludes that “Organizations implementing AI/ML capabilities have reported improvements in core business metrics, including revenue growth, operational efficiency and risk mitigation.” Download a complimentary copy of the full research below.
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Source: 19 Artificial Intelligence Use Cases for B2B Sales, Adnan Zijadic, Melissa Hilbert, Guy Wood, Ilona Hansen, Sandhya Mahadevan, Mark Lewis, 28 March 2025.
GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and is used herein with permission. All rights reserved.

Our Key Takeaways

• 19 practical, high-impact AI/ML use cases categorized by business value and implementation readiness
• A visual framework to prioritize which AI use cases to deploy first based on feasibility and ROI
• A scorecard assessing use cases across revenue, operational efficiency, buyer experience, and internal/technical readiness
• Guidance to avoid over-indexing on generative AI alone, and leverage other proven models

Why This Matters
AI strategy is no longer a nice-to-have; we believe it’s a competitive imperative. But many sales leaders are chasing the latest GenAI trends without first leveraging the foundational AI capabilities that are easier to implement and proven to drive value. In our opinion this Gartner® research provides a clear framework for prioritizing use cases, maximizing ROI, and avoiding common missteps.
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‍Who we think should read this report:

• Sales leaders building an AI roadmap
• RevOps and sales operations teams planning AI deployments
• Enablement and go-to-market teams exploring AI applications to scale knowledge
• CIOs and AI strategy leaders guiding cross-functional tech investments