TUE JAN 30 2024

Navigating the New Terrain of B2B Sales: Insights from Aviso AI's Conversation Intelligence

by Bithika Bishesh

In the ever-evolving landscape of B2B sales, staying ahead means understanding the underlying currents shaping our interactions and decisions. At Aviso AI, our Conversation Intelligence platform analyzed countless sales calls made in 2023, unveiling four critical insights reshaping the sales paradigm. For B2B sales professionals, these revelations are not just observations but signposts guiding us toward more effective and impactful sales strategies. Let's explore these insights and see how they can be leveraged to refine our approach to sales.

Insight 1: Hybrid Selling Stands Strong

Hybrid/Remote selling continues to dominate the sales landscape, with significant growth and enduring relevance. Gartner forecasts that by 2024, a mere 25% of enterprise meetings will be in-person, a shift propelled by the rise of remote work and evolving workforce demographics. 

Reinforcing this trend, Aviso reported a 300% surge in virtual sales calls on its platform, highlighting digital sales interactions' robust and expanding role in today's business environment.

This trend underscores the growing preference for flexibility and convenience in sales interactions, allowing sales professionals to cater to varying client preferences.

Insight 2: Bridging the Sentiment Gap

Despite active engagement, only 25% of calls had positive sentiment. This gap in client expectations versus the reality of sales interactions highlights a crucial area for improvement. It's vital to engage clients and truly understand and address their needs and concerns. Active listening, empathy, and tailored solutions are essential in converting client interactions into positive experiences. Remember, a satisfied client is likelier to become a loyal advocate for your brand.   

Insight 3: The Challenge of Indecision

Our data reveals that only 20% of sales interactions resulted in definitive 'Next Steps.' This hesitancy can be attributed to broader macroeconomic trends influencing buyer decisions. In this climate, sales teams must recognize and address the underlying concerns causing this indecision. Offering flexible solutions, presenting clear value propositions, and building trust can encourage buyers to move forward confidently with their decisions.

Insight 4: Economic Considerations Take Center Stage

Finally, 16% of objections were related to 'Expensive Solutions' & 'Budget Constraints.' In today's economic landscape, buyers increasingly seek value and cost efficiency. Sales strategies must, therefore, pivot towards demonstrating not just the quality of the solution but also its cost-effectiveness and ROI. Transparent pricing, flexible payment options, and clear communication of long-term benefits can help alleviate budget concerns and position your solution as a valuable investment.


Aviso AI's Conversation Intelligence platform insights are a goldmine for B2B sales professionals seeking to refine their strategies in a changing world. By understanding these trends and adapting our approaches accordingly, we can better meet our clients' needs and navigate the complexities of the current economic landscape. The future of B2B sales is dynamic, and with these insights, you are better equipped to lead the way. Embrace the change, and let's transform these challenges into opportunities for growth and success.

Book a demo with Aviso today!