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Trend 1: AI-assisted prospecting becomes default Research and personalization are moving from manual work to AI-assisted workflows. Teams that keep human review while automating prep are outperforming.
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Trend 2: Micro-vertical GTM wins Generic industry positioning is losing effectiveness. Segment-level narratives and role-specific proof are now required for response.
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Trend 3: Consensus selling over single-champion selling Buying committees are larger and more risk-sensitive. Sales motions must include stakeholder mapping and tailored business cases for each role.
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Trend 4: Enablement shifts from content libraries to live coaching Static repositories are not enough. Managers are using call intelligence and structured coaching loops to improve execution speed.
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