Appendix State of Sales 54 Intelligent Sales Takes Off Although adoption has been slow, across performance levels, strong growth is expected for the following intelligent selling capabilities over the next three years. Here we see the percentage of sales professionals who use each intelligent selling capability by performance. Currently Using Anticipated Growth Percentage of Sales Teams Who Use Each Intelligent Over Next Three Years Selling Capability Total Next-step analysis that allows sales, service, and marketing 33% 21% 30% 51% 100% 108% 70% teams to anticipate customer needs and prioritize tasks Deep learning to classify, predict, and react to patterns within data 27% 15% 25% 43% 145% 134% 94% (i.e., more accurately recommend products to your customers) Email sentiment analysis (i.e., have a system read an email and provide an 26% 15%21% 45% 100% 113% 66% analysis of whether or not the email is good or bad for the opportunity) Artificial intelligence to automatically recommend 22% 11% 18% 37% 158% 155% 108% products to customers based on their preferences 30% 24%27% 43% 88% 129% 99% Predictive intelligence (e.g., lead scoring, predictive forecasting, etc.) 28% 17% 23% 49% 104% 143% 68% Automated lead-to-cash process 30% 21% 27% 44% 100% 121% 87% Marketing automation Guided selling and coaching (i.e., adaptive intelligence that uses contextual 32% 22% 28% 50% 100% 112% 70% data to provide recommendations for next best sales task, activity, or offer) 36% 25% 33% 49% 83% 87% 71% Sales automation 41% 37%39% 50% 48% 76% 70% Configure, price, and quoting (CPQ) High performers Moderate performers Underperformers Salesforce Research