AI shifts office technology sales toward advisory roles, GreatAmerica says

• GreatAmerica’s November 4, 2026, analysis sees AI shifting office technology sales toward advisory roles rather than replacing account representatives.
• Buyers increasingly research independently; Gartner reports 61% of B2B buyers prefer a representative-free buying experience.
• Salesforce reports representatives spend 70% of their time on non-selling tasks, creating scope for AI to free capacity for customer engagement.
• As offerings expand beyond hardware into services, sales success increasingly depends on guiding business decisions rather than maximizing outreach volume.

Disclaimer: This news brief was created by Public Technologies (PUBT) using generative artificial intelligence. While PUBT strives to provide accurate and timely information, this AI-generated content is for informational purposes only and should not be interpreted as financial, investment, or legal advice. GreatAmerica Financial Services Corporation published the original content used to generate this news brief on November 04, 2026, and is solely responsible for the information contained therein.