International Journal For Multidisciplinary Research

E-ISSN: 2582-2160   •   Impact Factor: 9.24

A Widely Indexed Open Access Peer Reviewed Multidisciplinary Bi-monthly Scholarly International Journal

Call for Paper Volume 8, Issue 5 (September-October 2026) Submit your research before last 3 days of October to publish your research paper in the issue of September-October.
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Volume 8 Issue 5
September-October 2026

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The Evolution of Enterprise Sales Development in the Era of AI – An Descriptive study

Author(s) Mr. Kedar Nimesh Bhatt, Prof. Dr. Kiran G
Country India
Abstract The rapid advancements that have occurred in the sphere of Artificial Intelligence (AI) have created new trends of development of enterprise sales development and changed the processes of how enterprises create their prospects, understand the customers' needs, interact with decision makers and conduct business development. In this research paper, the author is going to investigate trends of development of enterprise sales development in the era of AI, particularly, the trends of transformation of traditional volume-based prospecting into modern data-driven and personalized selling. For this research paper, the study is going to use a descriptive research design with the use of an inductive approach under the interpretivist research paradigm and the secondary data only.
The study concludes that AI is being used more and more to enhance sales development through advanced account intelligence, personalization, automation, prediction, and increased sales productivity, although literature also suggests that human judgment, relationship building, contextual awareness, and organizational capabilities are key. The study develops an AI-Driven Contextual Selling Framework that combines human expertise with AI intelligence throughout the enterprise sales development process, and the insights gained by the study offer practical suggestions for firms adopting AI in their enterprise selling process.
Keywords AI,B2B sales,Marketing,SAP,SAP India,SDR,Sales Development Representative
Field Computer > Artificial Intelligence / Simulation / Virtual Reality
Published In Volume 8, Issue 5, September-October 2026
Published On 2026-09-04
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E-ISSN 2582-2160
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CrossRef DOI prefix of IJFMR is 10.36948/ijfmr

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