Transforming Sales

Three technologies will transform sales over the next decade, says Gartner: Emotion AI, machine sellers and digitally twinning customers.

“The common theme of these three technologies are their ability to predict, interpret and serve buyers’ needs and behaviours and to streamline and automate sales fulfilment, releasing sellers to focus on developing high value client relationships,” says Gartner’s Guy Wood.

Emotion AI uses AI and software techniques to analyse the emotional state of a user via computer vision, audio/voice input, sensors and/or software logic.

A digital twin of a customer (DToC) is a dynamic virtual mirror representation of a customer that organizations can use to simulate, emulate and anticipate behaviour.

Machine sellers, at the early stage of the Innovation Trigger, are nonhuman agents that automate end-to-end selling actions on behalf of human sellers, or a sales organisation, to sell products and services in exchange for payment.

This is where the three technologies currently stand on the Gartner Hype Cycle: