Appendix State of Sales 56 Intelligent Sales Takes Off Customer/prospect nurturing and sales rep productivity are experiencing the most positive impact from the use of intelligent selling capabilities. Here we see the percentage of sales professionals who say they have experienced a major positive impact from using intelligent selling capabilities. Percentage of Sales Teams Who Have Experienced a Major Positive Impact Across the Following from Using Intelligent Selling Capabilities by Business Type* 38% 38% Customer/prospect nurturing 32% 38% 33% Productivity of sales reps 34% 35% Predictive selling 31% (i.e., identify an opportunity based on customer data) 26% 29% 27% Deal close rate 26% 32% 30% Forecast accuracy 27% 24% 23% Pipeline generation 22% B2B2C B2C B2B * Data reported is out of a base of respondents who use intelligent selling capabilities. Salesforce Research