AI transforms account and pursuit planning by generating executive-ready insights, stakeholder maps, and risk registers. This accelerates planning cycles and improves cross-sell and upsell outcomes.

McKinsey identifies two main failure modes sinking Generative AI (GenAI) programs: (1) failure to innovate at pace, and (2) failure to scale promising pilots. Enterprise Sales leaders face similar barriers—siloed data, fragile CRM integrations, low trust, and the so-called 'pilot graveyard.' The remedy is a platform approach: reusable patterns, self-service portals, and automated guardrails. This whitepaper synthesizes McKinsey’s insights with enterprise sales realities, offering a 90/180/365-day roadmap and KPIs to guide implementation.

Enterprise technology sales companies and global consulting firms often struggle to implement AI and AI agents for Go-to-Market (GTM), Sales Enablement, Sales Process, and Account Planning due to a combination of organizational, data, process, and cultural challenges.