AI is creating greater customer personalization, but a far more fundamental change is coming. Over the next decade, it will break down silos across organizations and give CMOs always-on access to better, deeper, and far more comprehensive information. In this episode, BCG’s Janet Balis explores how this will fundamentally change CMOs’ decision making. They will no longer focus exclusively on marketing campaigns; rather, they’ll broaden their oversight to delivering business outcomes—and they’ll do it by leading a holistic, company-wide transformation.

Learn More:

Janet Balis: https://on.bcg.com/46NNawp

BCG’s Latest Thinking on Marketing and Sales: https://on.bcg.com/4pJwe2u

BCG on the Media and Entertainment Industry: https://on.bcg.com/4mBDECp

Too often, a company’s sales strategy is limited by finite resources. Even the largest multinational corporations have to make tough decisions about where to deploy their sales teams. But as they grow more sophisticated, AI agents are expected to be capable of reaching and interacting with not only your largest and most valuable clients and customers, but also small businesses most sales teams simply didn’t have the bandwidth to engage before. BCG’s Phillip Andersen examines the potential of AI-driven sales teams and imagines how AI-agents might even negotiate simple transactions with each other.

Learn More:

Phillip Andersen: https://on.bcg.com/46plrlt

BCG’s Latest Thinking on Marketing and Sales: https://on.bcg.com/47L7ZKR

A Bold AI Ambition for B2B Marketing, Sales, and Service: https://on.bcg.com/3VVCNBi

How to Accelerate the GenAI Revolution in Sales: http://on.bcg.com/42zfEZb

Chapters:

00:00-02:13The scenario: AI sales agents of the future

02:14-03:02 How do sales teams currently prioritize where to put their resources?

03:03-03:46 How are most sales teams using AI right now

03:47- 06:09 What have we learned from AI already being used in customer service?

06:10-08:40 What doors will AI agents open for sales teams that are currently closed to them?

08:41- 11:08 What would AI outreach look like in the future?

11:09-12:56 What is the role of humans when AI agents are making deals?

12:57-13:24 Short break

13:25-16:13 How to use AI agents to build relationships with valued clients

16:14- 17:47 Who owns the “redline”?

17:48-19:43 How will junior members of the team grow their skills?

19:44-22:16 How can AI help junior members grow their skills?

22:17-23:38 What kind of skills will humans need to succeed when they're augmented by AI agents?

23:39-25:47 What will it look like when two AI agents interact with each other?

25:48-27:50 How will AI agents gained trust of customers?

27:51-29:25 What could disrupt this path to the future?

29:26-31:45 No regret moves for CEOs

31:46-35:23 Bill and GENE: A hypothetical conversation between two AI agents.

35:24-36:08 Outro

Who Wants to Be a CEO?

The role of the CEO is both powerful and punishing. Christine Barton, BCG’s CEO Advisory lead in North America, explores how to make the job more fulfilling. It starts with clarity of purpose, building the right leadership team, and minimizing activities that are time and energy sinkholes.

Learn More:

The So What from BCG: https://lnk.to/so-what-general-show10

Christine Barton: https://on.bcg.com/4n4CyAk

BCG’s Insights for CEOs: https://on.bcg.com/4l6jujg

Moves Only a CEO Can Make: https://on.bcg.com/4kUtpJ2

Balancing a Dynamic Career and a Rewarding Personal Life: https://on.bcg.com/3TfaYTz