McKinsey & Company | Agentic AI-Powered B2B Sales Growth & Commercial Transformation Plan
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McKinsey Agentic B2B Growth Framework
FIVE COMMERCIAL IMPACT JOURNEYS
RIGHT
OPPORTUNITIES
GTM + PEOPLE
MODEL
RIGHT OFFERS +
PITCHES
RIGHT
PRICE
CONTINUOUS
ENABLEMENT
AGENTIC B2B SALES GROWTH ENGINE
Market signals
→
AI opportunity identification
→
account intelligence
→
customer need
→
GTM
& seller assignment
→
personalized engagement
→
solution development
→
AI-assisted pricing
& proposal
→
human + AI sales execution
→
transformation delivery
→
customer impact
→
account expansion
Five core commercial journeys
Transformation objective
1. Reach the right opportunities
Turn external and proprietary signals into qualified opportunities
2. Grow accounts with better offers
Continuously identify and act on customer-value opportunities
3. Optimize GTM and people model
Match coverage and channels to customer economics
4. Improve pricing and proposals
Use AI to improve commercial precision with human oversight
5. Enable sellers and post-sale growth
Build continuous performance improvement and expansion
Closing perspective: the value of agentic AI comes from rewiring commercial workflows end to end, not from
accumulating isolated tools. The human role becomes more focused on trust, solution shaping, judgment and customer
value while agents perform more of the research, synthesis, drafting and orchestration.
Public source context: McKinsey & Company, “The future of B2B sales: How growth champions rewire their playbooks with AI” (July 16, 2026); “The
surprising economics of B2B growth” (May 28, 2026); and “B2B pricing: Navigating the next phase of the AI revolution” (April 7, 2026). Sources are
not reproduced inside the document.
