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Gen Z is entering B2B buying roles with new expectations: faster decisions, self-service journeys, and less reliance on sales. This shift is forcing companies to rethink how buyers engage and where sales teams add value. Review of what that means for your sales model.

Automation made B2B more efficient, but it stops at fixed rules. Agentic AI learns, adapts, and makes its own decisions, giving sales and marketing teams a way to personalize at scale and react in real time. This article explains the shift, with case studies, risks, and signs your company is ready.