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<\/a><\/strong><\/p>\nIn this article, I\u2019ve collected the hottest sales predictions for 2025 from leading sales experts and new, eye-opening data in the sales landscape to help you inform your sales strategy this year.<\/p>\n
Let\u2019s dive in.<\/p>\n
Table of Contents<\/strong><\/p>\n <\/a> <\/p>\n In our HubSpot\u2019s 2025 sales survey, only 14% of respondents prioritized adopting AI tools, while 55% of sales pros have already integrated AI, with 26% reporting AI as a net positive for sales.<\/p>\n Lauren Kiefer, Head of Sales at Americas at Intercom<\/a>, believes sales reps must adapt quickly as more buyers are becoming reliant on AI.<\/p>\n \u201cSellers are going to have to deeply understand AI, the new buying process, and how their product is described by these tools to customize their pitch, cut off objections at the jump, and help prospects to understand your value and offering on a deeper level,\u201d she suggests.<\/p>\n She also recommends forming a strong partnership between sales and marketing to help manage the information AI gathers about your product or service.<\/p>\n And she\u2019s not alone in that thought: 18% of sales professionals believe improving sales\/marketing alignment would result in the most growth for their company, according to our survey.<\/p>\n 65% of sales reps believe generative AI tools will make it easier for buyers to gather information about their products or services. Additionally, 69% believe if buyers use AI for research, it will have a significant impact on the way they sell to prospects.<\/p>\n Are they right?<\/p>\n Yes, according to the Adobe Holiday Shopping<\/a> report. The team collected the data in late 2024 and discovered that retail sites had a shocking 1,300% traffic increase coming from AI-powered chatbots compared to the year prior. Cyber Monday also reported the biggest growth in chat bot usage, up 1,950% YoY.<\/p>\n It\u2019s key to understand both how consumers are using AI and how sales teams can use AI to complement and enhance the consumer experience, according to Ashley Hansen Grech, chief revenue officer at Xero<\/a>.<\/p>\n \u201cIt pays to be AI-optimized,\u201d Grech says. \u201cWith an overwhelming volume of products and services available digitally, AI-enabled experiences will mean quicker and more accurate decision-making for customers, based on their inputs.\u201d<\/p>\n Rather than solely focusing on how AI will impact you as a sales rep, step into your buyer\u2019s shoes to understand how they are using AI during the sales process, specifically for research.<\/p>\n Grech suggests thinking like your customer.<\/p>\n \u201cHow are consumers using AI tools going to discover what you\u2019re selling?\u201d she states. \u201cHow will you use AI in your business to help you improve efficiency and make the right decisions? For example, AI programs can analyze your entire sales funnel and help create bespoke experiences for customers along the way so the right information is provided at the right time.\u201d<\/p>\n While AI plays a significant role in the sales process, specifically for product research, a human touch is still the key to closing a sale.<\/p>\n 87% of sales managers agree that in-person meetings lead to strong business relationships<\/a>.<\/p>\n \u201cSales professionals remain crucial to the customer sales flow,\u201d says Grech. \u201cAI\u2019s analysis of the customer journey can help sales professionals to do what they do best \u2014 to bring a deft human touch to connect with customers and prospects at the right time, with the right information in the right way.\u201d<\/p>\n She adds, \u201cAI [tools] allow salespeople to be human \u2014 to really collect on relevant topics, at a relevant time, enabling them to spend their time more effectively.\u201d<\/p>\n Sales reps must continue to hone sales skills like relationship-building and closing techniques<\/a> to offer prospects the empathy and understanding that AI lacks.<\/p>\n Mark Tanner<\/a>, Co-Founder and COO of Qwilr<\/a>, believes that CFOs, IT, and security teams have immense power in the buying journey. To succeed in the year ahead, Tanner suggests sales reps will need to proactively identify these invisible buyers, address their concerns, and equip champions to push for a yes.<\/p>\n Gartner\u2019s sales trends data<\/a> also points to this shift, highlighting that the number of stakeholders now consists of 5 to 11 stakeholders. Not to mention, 28% of reps say<\/a> that the biggest reason a prospect backs out of a deal is that they couldn\u2019t get approval from key decision-makers, adding more friction to the process.<\/p>\n To engage a range of decision-makers, Tanner recommends identifying those key players and creating dynamic proposals that not only stand out but make the champion look good to everyone involved.<\/p>\n \u201cSales material and proposals must account for the invisible decision-makers and prepare champions for the internal sell,\u201d he recommends. \u201cBehind the scenes, sellers need to identify hidden decision-makers, understand whether there is true interest in a deal, and ruthlessly prioritize. In this age, it\u2019s critical that reps spend their time and energy wisely.\u201d<\/p>\n HubSpot\u2019s Sales Trends survey revealed that 53% of sales professionals believe providing prospects and customers with a highly personalized experience would result in the most growth for their company.<\/p>\n “Customer outreach, discovery, and selling within SaaS morphed last year from strategic to desperate while dealing with the slowdown in tech buying and new product procurement,\u201d recalls Kiefer.<\/p>\n She continues, \u201cBecause of that, sellers got into the behavior of pushing bundles or one-size-fits-all solutions to try to get as much juice out of the squeeze. Buyers [now] have pressure fatigue and are desperate for a personalized and custom experience that fits their needs in today’s market.\u201d<\/p>\n Katie Breaker<\/a>, Sales Director at BirdieBall<\/a>, also observes this trend in retail:<\/p>\n \u201cAs we dive deeper into our customer data, we\u2018ve seen how much people respond to a shopping experience that feels tailored to them. It\u2019s not just about showing them products they might like, it’s about anticipating their needs before they even ask. I expect more brands will be leaning into this, offering customers a smoother, more customized experience that keeps them coming back.\u201d<\/p>\n S&P Global backs Kiefer and Breaker\u2019s predictions with new data showing that people prioritize personalization over privacy<\/a> and are willing to share their data for relevant offers. Personalization matters most to 20% more Gen Xers and 18% more Millennials compared to the previous years.<\/p>\n Kiefer suggests the best thing sales reps can do is to spend time on discovery. Focus on uncovering the pain their buyer is experiencing and tailor your pitch and demo to solve that exact pain point.<\/p>\n She also suggests creating powerful efficiencies and ROI that align with what each customer values individually.<\/p>\n \u201cThis creates immediate buy-in and allows a prospect to see what impact purchasing could have on their broader teams, which will lead to a faster close and, hopefully, a healthy long-term partnership,” she says.<\/p>\n Without data, you’re just another person with an opinion.<\/p>\n As we head into a new selling year, data will continue to play a critical role in the way sales reps engage with prospects.<\/p>\n Take Gong sales calls analytics. Mintel reported a 34% increase in win rates<\/a> after Gong\u2019s AI algorithms listened to sales call records and identified areas for sales reps\u2019 improvement.<\/p>\n Measure everything you can reach with built-in analytics features in your CRM. Build custom cross-team (marketing and sales) dashboards in Power BI to understand what drives high-value leads and individual performance.<\/p>\n 82% of executives<\/a> from large enterprises plan to integrate AI agents in the next 3 years. Customer agents hold the first position, according to Google’s AI Business Trends 2025<\/a> study.<\/p>\n For example, Best Buy resolves issues up to 90 seconds faster<\/a> with gen AI-powered virtual assistants. They take care of managing subscriptions, rescheduling product orders, or troubleshooting product issues.<\/p>\n \u201cAt Lusha, our data shows that sales teams using integrated social selling and CRM platforms are closing deals 45% faster than those using traditional methods, which I believe will make this approach absolutely crucial by 2025.<\/p>\n Looking at our own growth metrics and market analysis, I’m seeing companies that combine intent data with automated lead scoring experiencing 3x better conversion rates, suggesting this will become the new normal for B2B sales,\u201d shares Yarden Morgan<\/a>, Director of Growth at Lusha<\/a>.<\/p>\n What platform comes to your mind for social selling? I bet it\u2019s LinkedIn.<\/p>\n And their internal stats prove its utility \u2014 78% of social sellers outsell peers<\/a> who don\u2019t use social media.<\/p>\n If your salespeople and stakeholders aren\u2019t on social media, you\u2019d better start devising a solid social selling strategy or hire an agency to get you started.<\/p>\n A hard pill to swallow is to acknowledge that English content on websites dropped by 14% between 2022-2025<\/a>. Conversely, Spanish, German, Japanese, and French are growing.<\/p>\n Source<\/em><\/a><\/p>\n In turn, Chargebee studied 6,452 SaaS companies worldwide to discover what drives their growth. Surprisingly, localization comes first. Even minor website localization, like adjusting currency and pricing page language, can drive nearly 40% growth<\/a>.<\/p>\n Justin Smith<\/a>, CEO of Contractor+<\/a>, also saw growing engagement rates after implementing localization.<\/p>\n \u201cEurope’s B2B markets are exploding, but cookie-cutter strategies backfire. Winners invest in local talent and adapt messaging to cultural nuances. When we stopped treating Germany like France or Italy like Spain, our engagement rates jumped. Local insights beat global assumptions every time.\u201d<\/p>\n Even HubSpot is localized for five foreign languages like German, French, Japanese, Spanish, and Portuguese. We have roughly 30 people on the localization team and LLMs that speed up the process<\/a>.<\/p>\n <\/a> <\/p>\n As some of these trends are shifting, here’s how I think sales jobs could change over the next several years.<\/p>\n As effective selling begins earlier in the sales process and the relationship continues after the sales, adaptability will be increasingly important in the sales role. In fact, a LinkedIn report for the most in-demand skills highlighted adaptability<\/em><\/a> as the top skill of the moment<\/a>.<\/p>\n Smaller companies will rely on multi-talented people for account management and customer success, so the lines may become blurred. Larger organizations, however, may break this up into multiple roles but still value cross-functional talent.<\/p>\n With reliance on AI and cross-functional teams increasing, so too does the need for elegant sales software solutions that enable reps to make data-driven decisions and\/or improve productivity.<\/p>\n In fact, sales management, sales productivity, and sales prospecting tools are the top tools sales reps leverage, according to HubSpot\u2019s Sales Trends survey.<\/p>\n\n
9<\/strong> Sales Predictions for 2025<\/strong><\/h2>\n
1. <\/strong>AI won\u2019t be the top priority.<\/strong><\/h3>\n
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<\/p>\n2. Buyers will turn to AI for product research.<\/strong><\/h3>\n
3. A human touch will still seal the deal.<\/strong><\/h3>\n
4. The invisible buyer moves to the forefront.<\/strong><\/h3>\n
5. Meaningful interactions and personalization will be vital for long-term success.<\/strong><\/h3>\n
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<\/p>\n6<\/strong>. Data will drive engagements.<\/strong><\/h3>\n
7. AI agents are the next big thing in sales.<\/strong><\/h3>\n
8<\/strong>. Social selling will play a pivotal role in attracting new leads.<\/strong><\/h3>\n
9<\/strong>. Localization \u2014 not globalization.<\/strong><\/h3>\n
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<\/p>\nHow Sales Jobs Could Change in the Next Decade<\/strong><\/h2>\n
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<\/p>\n1. Larger companies will have defined roles, and smaller organizations will look for adaptable people to perform multiple functions.<\/strong><\/h3>\n
2. Robust sales tools will be considered coworkers.<\/strong><\/h3>\n
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