Sales 2026 Go‑To‑Market Predictions

The economics of sales are shifting. AI and automation aren't just making teams more efficient. They're freeing up budget to reinvest where it matters most: in the strategic, relationship-driven sales motions that technology can't replicate.

In 2026, the smartest sales organizations are making hard choices. They're pulling resources out of transactional, inbound-heavy segments and redeploying them into high-touch enterprise accounts. They're shrinking account loads. They're ditching one-size-fits-all prospecting playbooks. And they're demanding that every AI investment prove its impact on revenue, not just promise future value.

ZoomInfo sales leaders and GTM experts identify the shifts separating winners from those falling behind:

• How to strategically redeploy AI efficiency gains into upmarket sales capacity

• Why the future of prospecting is channel-agnostic, matching buyer preferences instead of seller convenience

• What happens when GTM evolves into a unified operating system and sales-marketing alignment becomes non-negotiable

• How to ensure your AI tools are fed with data accurate enough to actually help reps hit quota

• The acceleration toward AI-native GTM operations and what it means for sales execution speed

Download now and learn how to win with sales strategies built for 2026.