B2B leaders say the most common reasons sales technologies don't meet their expectations are because of internal organizational issues rather than issues with the solutions themselves, according to recent research from LXA and Seismic.

The report was based on data from a survey of 204 sales and marketing leaders who work for organizations with 1,000+ employees.

Respondents say the top reasons salestech tools they purchased didn't deliver on expectations are because there was internal cultural resistance to adoption to the tools and a lack of capacity to make use of the tools.

B2B leaders say the top criteria with which they evaluate new sales technology tools are performance/reliability, price, and integrations with current systems.

B2B leaders say the emerging sales enablement technologies that they're most likely to invest in over the next 12 months are AI/machine-learning-enabled analytics and insights tools, advanced AI-enabled sales intelligence tools, and generative AI sales-content creation tools.

About the research: The report was based on data from a survey of 204 sales and marketing leaders who work for organizations with 1,000+ employees.