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AI Is Blurring the Line Between Sales and Marketing.

Bibliographic Details
Title: AI Is Blurring the Line Between Sales and Marketing.
Authors: Chung, Doug J.1, Fann, Jean-Christophe2, Plotkin, Candace Lun3, Stanley, Jennifer4, Valdivieso, Maria5
Source: Harvard Business Review Digital Articles. 9/4/2026, p1-8. 8p.
Subject Terms: *Customer experience, *Organizational change, *System integration, *Customer relations, *Sales personnel
Abstract: The article focuses on how agentic artificial intelligence (AI) is increasingly integrating sales and marketing functions to create a seamless, closed-loop customer journey. It highlights that customers experience these functions as a unified relationship, and organizations that align marketing and sales around shared data, metrics, and AI-driven workflows achieve more consistent, personalized, and efficient interactions. Examples from a Fortune 500 tech company and a global job search platform illustrate how AI-enabled lead prioritization and sales development representatives improve pipeline quality and revenue. The article emphasizes that successful AI transformation requires both technological integration and organizational shifts, including new roles like go-to-market engineers, to manage continuous, coordinated customer engagement across channels. [Extracted from the article]
Copyright 2026 Harvard Business Publishing. All Rights Reserved. Additional restrictions may apply including the use of this content as assigned course material. Please consult your institution's librarian about any restrictions that might apply under the license with your institution. For more information and teaching resources from Harvard Business Publishing including Harvard Business School Cases, eLearning products, and business simulations please visit hbsp.harvard.edu. (Copyright applies to all Abstracts.)
Database: Business Source Index
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  Availability: 0
Header DbId: bsx
DbLabel: Business Source Index
An: 196872797
RelevancyScore: 1510
AccessLevel: 6
PubType: Periodical
PubTypeId: serialPeriodical
PreciseRelevancyScore: 1510
IllustrationInfo
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  Label: Title
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  Data: AI Is Blurring the Line Between Sales and Marketing.
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  Data: <searchLink fieldCode="AR" term="%22Chung%2C+Doug+J%2E%22">Chung, Doug J.</searchLink><relatesTo>1</relatesTo><br /><searchLink fieldCode="AR" term="%22Fann%2C+Jean-Christophe%22">Fann, Jean-Christophe</searchLink><relatesTo>2</relatesTo><br /><searchLink fieldCode="AR" term="%22Plotkin%2C+Candace+Lun%22">Plotkin, Candace Lun</searchLink><relatesTo>3</relatesTo><br /><searchLink fieldCode="AR" term="%22Stanley%2C+Jennifer%22">Stanley, Jennifer</searchLink><relatesTo>4</relatesTo><br /><searchLink fieldCode="AR" term="%22Valdivieso%2C+Maria%22">Valdivieso, Maria</searchLink><relatesTo>5</relatesTo>
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  Data: <searchLink fieldCode="JN" term="%22Harvard+Business+Review+Digital+Articles%22">Harvard Business Review Digital Articles</searchLink>. 9/4/2026, p1-8. 8p.
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  Data: *<searchLink fieldCode="DE" term="%22Customer+experience%22">Customer experience</searchLink><br />*<searchLink fieldCode="DE" term="%22Organizational+change%22">Organizational change</searchLink><br />*<searchLink fieldCode="DE" term="%22System+integration%22">System integration</searchLink><br />*<searchLink fieldCode="DE" term="%22Customer+relations%22">Customer relations</searchLink><br />*<searchLink fieldCode="DE" term="%22Sales+personnel%22">Sales personnel</searchLink>
– Name: Abstract
  Label: Abstract
  Group: Ab
  Data: The article focuses on how agentic artificial intelligence (AI) is increasingly integrating sales and marketing functions to create a seamless, closed-loop customer journey. It highlights that customers experience these functions as a unified relationship, and organizations that align marketing and sales around shared data, metrics, and AI-driven workflows achieve more consistent, personalized, and efficient interactions. Examples from a Fortune 500 tech company and a global job search platform illustrate how AI-enabled lead prioritization and sales development representatives improve pipeline quality and revenue. The article emphasizes that successful AI transformation requires both technological integration and organizational shifts, including new roles like go-to-market engineers, to manage continuous, coordinated customer engagement across channels. [Extracted from the article]
– Name: AbstractSuppliedCopyright
  Label:
  Group: Ab
  Data: <i>Copyright 2026 Harvard Business Publishing. All Rights Reserved. Additional restrictions may apply including the use of this content as assigned course material. Please consult your institution's librarian about any restrictions that might apply under the license with your institution. For more information and teaching resources from Harvard Business Publishing including Harvard Business School Cases, eLearning products, and business simulations please visit hbsp.harvard.edu.</i> (Copyright applies to all Abstracts.)
PLink https://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=bsx&AN=196872797
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      – Code: eng
        Text: English
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        PageCount: 8
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      – SubjectFull: Customer experience
        Type: general
      – SubjectFull: Organizational change
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      – SubjectFull: System integration
        Type: general
      – SubjectFull: Customer relations
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      – SubjectFull: Sales personnel
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      – TitleFull: AI Is Blurring the Line Between Sales and Marketing.
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            – D: 04
              M: 09
              Text: 9/4/2026
              Type: published
              Y: 2026
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            – TitleFull: Harvard Business Review Digital Articles
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