Gartner CSO & Sales Leader Conference offers a program packed with the latest insights for sales leaders, premier networking opportunities, and presentations from Gartner subject matter experts and your sales peers.

 

Drill down into these key topics at this year’s conference:

Agenda / By Day

Monday, September 16, 2019 11:00 AM|Monday, September 16, 2019 06:00 PM
Registration


Monday, September 16, 2019 02:30 PM|Monday, September 16, 2019 04:00 PM
Workshop: Mobilizing Customer Stakeholders to Drive Consensus
Alice Walmesley, Sr Principal, Advisory, Gartner

As the number and diversity of customer stakeholders increases, so does the inherent conflict within the group and difficulty of driving consensus. This workshop will equip you with a better understanding of the barriers that prevent sellers from driving consensus among diverse customer stakeholders and tools your sellers can use to mitigate and address these barriers.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Monday, September 16, 2019 02:30 PM|Monday, September 16, 2019 04:00 PM
Workshop: An Introduction to Commercial Insight
Sean Holbert, Sr Director, Advisory, Gartner

One of the most important elements to a seller’s ability to challenge is the quality of insight they are able to bring to the customer conversation. However, insight creation isn’t the responsibility of individual sellers; rather, it's an organizational capability. This workshop will enable you to compare your existing commercial messages against the Gartner Commercial Insight framework and explore the common pitfalls and challenges associated with designing commercial insights.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 17, 2019 07:30 AM|Tuesday, September 17, 2019 08:15 AM
MindTickle: To Incentivize Is to Motivate: Empowering Your Seller’s Revenue Edge

Highly competitive for talent and revenue generation, successful companies are using sales readiness initiatives to engage teams for measurable revenue outcomes. The LinkedIn culture incentivizes employees to develop skills to power the next level of professional attainment. Learn how we’ve built a high performing organization linking measurable customer-facing capability to incentive practices.


Tuesday, September 17, 2019 07:30 AM|Tuesday, September 17, 2019 08:45 AM
Attendee Breakfast


Tuesday, September 17, 2019 07:30 AM|Tuesday, September 17, 2019 05:15 PM
Gartner for CSOs Member Lounge

Please join us in our members only lounge for a place to relax, recharge and network with your fellow peers.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 17, 2019 07:30 AM|Tuesday, September 17, 2019 06:45 PM
Registration


Tuesday, September 17, 2019 08:45 AM|Tuesday, September 17, 2019 09:00 AM
Welcome Remarks


Tuesday, September 17, 2019 09:00 AM|Tuesday, September 17, 2019 10:00 AM
Gartner Keynote: Escaping the Pain of Commercial Complexity
Brent Adamson, Distinguished VP, Advisory, Gartner

The environments in which customers purchase from suppliers are accelerating in their complexity. More information, more choice and more people involved in the purchase have compounded what is already a complex task for the individuals who are on the front lines of buying. At the same time, our sellers are mired in the complexities of our commercial organizations caused by well-intended but runaway tools, technologies and processes. This critical session will reveal our research into how the best sales executives are taming the complexity their customers – and their sellers – face to grow high-quality deals.


Tuesday, September 17, 2019 10:00 AM|Tuesday, September 17, 2019 10:30 AM
Networking Break


Tuesday, September 17, 2019 10:15 AM|Tuesday, September 17, 2019 11:15 AM
CSO Roundtable: The CSO's Guide to Scrutinizing Sales Compensation
Steve Herz, Sr Director Analyst, Gartner

Sales leaders understand that perfect sales compensation plans do not exist, and that often prevents them from expecting excellence from their compensation design teams. How can sales leaders judge the quality of their sales incentives when the trade-offs inherent to incentives design are often not obvious in the final plan? Join this roundtable session to share and learn tactics for assessing the quality and effectiveness of compensation plans, given that sales leaders are not privy to all the critical trade-off decisions taken by the design team.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 17, 2019 10:15 AM|Tuesday, September 17, 2019 11:15 AM
CSO Roundtable: Building a Frontline Sales Leadership Pipeline
Rick Karlton, Managing Vice President, Gartner

Frontline sales managers have a significant impact on your business performance — a strong, focused sales management bench will drive quota attainment, reduce turnover and improve seller engagement. Join this facilitated discussion with your peers to share and learn tactics for screening sales talent for managerial skills and preparing a bench of frontline sales leaders of the future.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 17, 2019 10:30 AM|Tuesday, September 17, 2019 11:15 AM
Applying Design Thinking to Enablement Solutions
Danielle McKinley, Director, Advisory, Gartner

All too often enablement solutions are regarded as bandages for perceived seller pain points. Most organizations treat the symptoms with additional technology, systems or support, without investigating the actual cause of the sellers’ struggle. In this session, you will learn how to successfully employ a process to ensure that business partners and sales enablement leaders identify seller needs and diagnose business problems prior to investing in any solutions.


Tuesday, September 17, 2019 10:30 AM|Tuesday, September 17, 2019 11:15 AM
How Sales Operations Can Arm Sales Managers for Success
Craig Riley, Sr Principal Analyst, Gartner
Steve Rietberg, Sr Director Analyst, Gartner

Frontline managers are uniquely positioned to make a direct impact on the performance of their sellers. Unfortunately, many organizations fail to capitalize on managers' full potential because they don't provide them the data they need to accurately track performance or train them on how to communicate it in a way that changes seller behaviors. Learn how sales organizations can arm managers with high-quality data and strategies for communicating with the sales force.


Tuesday, September 17, 2019 10:30 AM|Tuesday, September 17, 2019 11:15 AM
Sense Making: Redefining the High Performing Seller Approach for the Information Era
Brent Adamson, Distinguished VP, Advisory, Gartner

The amount of high-quality information available to customers far exceeds their capacity to consume it, making it harder for them to buy and resulting in commercial penalties for suppliers. This session explores how sales leaders must ensure their organizations adopt a Sense Making approach to succeed today, optimizing their sales strategy to increase customer confidence in information and lowering skepticism of sellers and their claims.


Tuesday, September 17, 2019 10:30 AM|Tuesday, September 17, 2019 11:15 AM
Leading Sales Teams Through Change
Richard DeLisi, VP, Advisory, Gartner

Organizational transformation initiatives create immense change among sales teams. In fact, two out of every three major corporate changes produce sub-par results because of reduced employee performance in all areas. Join this session to discover proven strategies to lead your sales team to success in an environment of change and transformation.


Tuesday, September 17, 2019 10:30 AM|Tuesday, September 17, 2019 12:00 PM
Workshop: Building a Customer Buying Process
Tom Cosgrove, Sr Director, Advisory, Gartner

Increasingly complex deals, larger buying groups and higher consensus requirements have dramatically changed how customers buy. Sales processes, however, have not. This workshop will provide the frameworks and tools necessary to begin the process of refining your organization’s sales process to better align to how buying actually occurs.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 17, 2019 11:30 AM|Tuesday, September 17, 2019 12:15 PM
BI Worldwide: Inspiration vs. Compensation - The Trouble with Money
Jaime Vavrick, General Manager , MillerCoors
Paul Mora, Director Commercial and Channel Marketing North America, Motorola
Norm Williams, Senior Vice President Sales & Marketing, BI WORLDWIDE

Why do cash compensation plans keep changing but sales results stay the same? What role does inspiration play in sales performance and how do incentives beyond cash compensation produce the kinds of results only a truly inspired team can deliver? Hear sales leaders from GE Healthcare, MillerCoors and Motorola Solutions share how they use non-cash rewards to increase performance and exceed goals.


Tuesday, September 17, 2019 11:30 AM|Tuesday, September 17, 2019 12:15 PM
Gong: 5 Counterintuitive Sales Mistakes Preventing You From Closing Revenue

Are you guiding your sales team based on perception or reality?

We analyzed 10 million+ sales calls and uncovered a massive gap between what sales professionals believe vs. what they're actually doing.

You’ll learn
-5 sales ‘best practices” that are actually critical mistakes
-Why these misconceptions can derail your success
-Tips and insights on how to course-correct and drive revenue success


Tuesday, September 17, 2019 11:30 AM|Tuesday, September 17, 2019 12:15 PM
6sense: Are Your SDRs Thriving or Just Surviving?
Latane Conant, CMO, 6sense

Sales development is arguably one of the most critical investments for generating B2B pipeline, yet for some organizations it’s become nothing more than a costly way to send out more emails. Join Seth Broekhuizen, Head of Strategic & Account Based Marketing, as he discusses how Duo Security’s SDR team successfully maximizes efficiency through account prioritization and insights-driven messaging.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 17, 2019 11:30 AM|Tuesday, September 17, 2019 12:15 PM
InsideSales: CRM is a Dead-End!

Sales leaders know CRM has maxed out its value-adding potential. It presents historical data but can’t help reps look forward & prioritize how to achieve quota. Join our expert panel from Caesars Entertainment, Groupon, and other leading brands to hear how they have gone beyond CRM. Learn how they discover, prioritize, and engage today’s sophisticated buyers by focusing on revenue acceleration.


Tuesday, September 17, 2019 11:30 AM|Tuesday, September 17, 2019 12:15 PM
Highspot: Session Details Coming Soon

Session Details Coming Soon

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 17, 2019 11:30 AM|Tuesday, September 17, 2019 12:15 PM
Seismic: Ramping Your Sales Engine with Sales Enablement

Given the complexity of the ever-evolving sales world, how can you ensure your sellers successfully hit their numbers? Hear how Blackbaud's data-driven approach relies on buyer interaction insights to improve their sales cycle and create a smarter sales engine.


Tuesday, September 17, 2019 12:15 PM|Tuesday, September 17, 2019 01:15 PM
Attendee Lunch


Tuesday, September 17, 2019 12:15 PM|Tuesday, September 17, 2019 02:15 PM
Exhibit Showcase Dessert Reception


Tuesday, September 17, 2019 12:45 PM|Tuesday, September 17, 2019 01:05 PM
Magic Quadrant for Fueling Your B2B Organization Through CRM Lead Management
Ilona Hansen, Sr Director Analyst, Gartner

Lead management is a critical process in any commercial organization, but one fraught with competing supporting technologies and suppliers. Attend this presentation for an overview of the Gartner CRM Lead Management Magic Quadrant and Critical Capabilities, published in late 2018. In this session, we will illustrate the market and main vendors to help you choose the platforms and services that are right for you.


Tuesday, September 17, 2019 01:15 PM|Tuesday, September 17, 2019 01:35 PM
Mediafly: Map Your Digital Sales Transformation Journey to Drive High Performance Selling
Tom Pisello, Chief Evangelist, Mediafly

Moving towards Digital Sales Transformation is non-negotiable if you wish to remain competitive. This change doesn’t happen overnight. It is a process. While it can seem daunting, it doesn't have to be. The most important step is assessing where you are today and where you want to be both short and long term. In this session, you will learn why you need to evolve and how through customer examples.


Tuesday, September 17, 2019 01:30 PM|Tuesday, September 17, 2019 03:00 PM
Workshop: How to Build Customer Success Management to Drive Renewable Revenue
Michael Maziarka, VP Analyst, Gartner

This workshop lays the foundation for establishing a customer success management discipline. Topics and exercises include goal setting, resource allocation, defining a customer journey stage playbook, improving the customer experience and identifying signals to monitor customer health. How do I improve renewal rates? How do I help customers obtain value? How do I measure customer health?

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 17, 2019 01:45 PM|Tuesday, September 17, 2019 02:05 PM
Modus: How Toro Revolutionized Their Sales Channels
Adam Luckeroth, SVP, Sales , Modus

Selling a broad range of highly complex products through an expansive global network of dealers, distributors, and retailers is no easy task, even for the leading worldwide provider of innovative solutions for the outdoor environment. Join Toro’s Karine Watne as she shows how Toro revolutionized their sales channels by equipping every salesperson with the critical tools needed to close more deals.


Tuesday, September 17, 2019 02:00 PM|Tuesday, September 17, 2019 03:00 PM
Roundtable: Managing Sales Talent in a Tight Labor Market
Matt Dudek, VP, Team Manager, Gartner

The number of sellers who are highly engaged and plan to stay in their current job keeps declining. At the same time, sales managers are finding that it is taking longer to fill open sales positions, leading to uncovered territories and lost revenue. We’ll discuss why sellers are quitting today, what they’re looking for in a new job and how sales leaders can craft the right strategy to attract and keep top sales talent in a highly competitive job market.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 17, 2019 02:00 PM|Tuesday, September 17, 2019 03:00 PM
CSO Roundtable: Strategies for Driving Account Growth
Scott Collins, VP, Team Manager, Gartner

Only 28% of sales leaders state that their account management channels regularly meet their cross-selling and account growth targets. Unfortunately, the playbook that most organizations use today to renew business and maintain accounts is falling short. Join us for a discussion on how to structure your accounts teams to deliver customer improvement and drive growth.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 17, 2019 02:15 PM|Tuesday, September 17, 2019 03:00 PM
Transform Your Sales Organization by Building a Better Sales Technology Roadmap
Theodore Travis, VP Analyst, Gartner

Throwing money and technology at your sales processes alone does not improve sales execution. Gartner research finds that the average company spends an estimated $1M USD per year on their sales technology program, but 38% of companies fail to achieve revenue growth from that spend. Join this session to learn how to build a roadmap that aligns your technology plans with your business objectives.


Tuesday, September 17, 2019 02:15 PM|Tuesday, September 17, 2019 03:00 PM
Managing Cost of Sales by Deselecting Customer Accounts
Dave Egloff, Sr Director Analyst, Gartner

Whether attempting to reduce sales expense to prepare for an economic slowdown, or prudently managing expenses to improve profit margin, tiering customer segments is critically important. Learn how sales organizations can use a balanced approach, including cost of sales, to meet goals sustainably.


Tuesday, September 17, 2019 02:15 PM|Tuesday, September 17, 2019 03:00 PM
Meetup: Expanding into New Markets

CEOs report their number one priority is incremental (and more profitable) growth, most frequently through geographic expansion and entering new markets. Join this Meetup to discuss strategies and tactics to position your salesforce to capture market share while keeping cost of sales under control. Meetups are interactive and self-facilitated small group discussions for end-user attendees to build relationships and gain new perspectives. Please make every effort to attend your Meetup as your peers will be looking forward to meeting with you.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 17, 2019 02:15 PM|Tuesday, September 17, 2019 03:00 PM
Peer Perspective: Future Proofing the Sales Enablement Function
Liam Kelly, Sr Director, Advisory, Gartner
Juan Carlos Perez, General Manager Commercial Excellence, Shell

The role of the sales enablement function is evolving from simply supporting the sales organization to a strategic function responsible for driving commercial impact. Join this interactive discussion with an expert panelist to learn how to position your sales enablement function for success by aligning it to the overall sales and business strategy.


Tuesday, September 17, 2019 02:15 PM|Tuesday, September 17, 2019 03:00 PM
Activating Sense Making to Drive Seller Success
Alice Walmesley, Sr Principal, Advisory, Gartner

In a world of empowered customers and increasingly complex purchase decisions, a seller hoping to close high-margin deals must help customers think differently about their business, make sense of the information available to them and facilitate consensus among a diverse set of stakeholders. In this session, we will explore the competencies that differentiate high performing sellers.


Tuesday, September 17, 2019 02:15 PM|Tuesday, September 17, 2019 03:00 PM
Meetup: Developing High Performing Sellers 

Sales managers struggle to keep up with their team's development needs. How do you prepare your sales reps for success and create an environment in which they can succeed? Join this Meetup to discuss strategies and challenges of improving sales manager effectiveness in developing and coaching frontline sellers. Meetups are interactive and self-facilitated small group discussions for end-user attendees to build relationships and gain new perspectives. Please make every effort to attend your Meetup as your peers will be looking forward to meeting with you.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 17, 2019 02:15 PM|Tuesday, September 17, 2019 03:00 PM
Meetup: Structuring Account Teams for Growth

Traditional account management practices have a marginal impact on growth in today’s environment. Join this Meetup to discuss the skills and behaviors of high-performing account managers and how to optimize your account teams to drive account growth. Meetups are interactive and self-facilitated small group discussions for end-user attendees to build relationships and gain new perspectives. Please make every effort to attend your Meetup as your peers will be looking forward to meeting with you.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 17, 2019 03:15 PM|Tuesday, September 17, 2019 04:00 PM
Ask the Expert: Best Practices in Sales Analytics
Steve Rietberg, Sr Director Analyst, Gartner

Sales organizations invest heavily in sales systems and analytics platforms to drive sales productivity. But many sales analytics programs struggle to answer the questions that sales leaders and sales managers regard as most crucial to their teams’ success. Join this facilitated discussion with your peers to share and learn strategies for selecting metrics that align with sales strategies, and driving action prescribed by resulting analytics down to the seller level.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 17, 2019 03:15 PM|Tuesday, September 17, 2019 04:00 PM
Meetups: Arming Channel Partners for Success

Despite significant opportunity, most organizations are still struggling to maintain mutually profitable relationships with their channel partners. Join your peers for a discussion on how to build and grow channel partner relationships. Meetups are interactive and self-facilitated small group discussions for end-user attendees to build relationships and gain new perspectives. Please make every effort to attend your Meetup as your peers will be looking forward to meeting with you.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 17, 2019 03:15 PM|Tuesday, September 17, 2019 04:00 PM
Ask the Expert: The Future of Sales Performance Management
Dave Egloff, Sr Director Analyst, Gartner
Melissa Hilbert, Sr Director Analyst, Gartner

Organizations invest in sales performance management tools expecting a significant return on their investment including increase in profit or revenue, not just cost savings and automation. But many organizations fail to see how technology, process and people along with change management are required to see significant improvements. Join us for an interactive discussion with two Gartner analysts spanning topics from sales tools and technology to strategy and change management.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 17, 2019 03:15 PM|Tuesday, September 17, 2019 04:00 PM
Using AI to Drive B2B Revenue Growth
Ilona Hansen, Sr Director Analyst, Gartner

AI technologies are providing deep insights into long-winded B2B sales processes and can support the automation of business process steps. Together, they promise significant impact on revenue growth. This session looks into current AI technologies and the potential impact on sales you need to know about.


Tuesday, September 17, 2019 03:15 PM|Tuesday, September 17, 2019 04:00 PM
Meetup: Generating More and Better Customer Leads

Sales leaders are continually striving to improve outbound activities that help sellers uncover and qualify new opportunities. How are you changing the way your sales team operates at the front-end of the sale funnel to create more and higher-quality leads? How are you with Marketing leaders to align on lead efforts? Join this Meetup to discuss your prospecting and lead qualification strategies. Meetups are interactive and self-facilitated small group discussions for end-user attendees to build relationships and gain new perspectives. Please make every effort to attend your Meetup as your peers will be looking forward to meeting with you.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 17, 2019 03:15 PM|Tuesday, September 17, 2019 04:00 PM
CSO Ask the Expert: Accelerating Sales’ Digital Proficiency
Brent Adamson, Distinguished VP, Advisory, Gartner

Today's B2B customers prefer to self-serve, relying on independently sourced information over engaging with sellers to make a purchase decision. But few sales organizations have adequately updated their capabilities and operations to keep up with this new buying reality. Join this facilitated discussion to explore challenges and opportunities presented by the evolving digital landscape in enabling B2B buying.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 17, 2019 03:15 PM|Tuesday, September 17, 2019 04:00 PM
Meetup: Creating the Commercial Insight Engine

Content must be disruptive in today's overly noisy buying environment if you want customers to hear you. To do this, organizations need to engage customers with commercial insight to reframe how they see business problems in a way that earns their loyalty. But what's involved in creating this type of disruptive content? Join this Meetup to discuss how your team's succeeding and/or challenged to create content that changes the way you interact with customers. Meetups are interactive and self-facilitated small group discussions for end-user attendees to build relationships and gain new perspectives. Please make every effort to attend your Meetup as your peers will be looking forward to meeting with you.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Tuesday, September 17, 2019 03:15 PM|Tuesday, September 17, 2019 04:00 PM
Sales Essentials: Building Buyer Enablement
Brian C Cain, Sr Principal, Advisory, Gartner

The best sales organizations win high-quality deals by helping customers complete critical buying tasks. In this session, learn how progressive organizations build "buyer enablement" content that not only helps customers complete critical buying tasks but also reduce the complexity of the seller job. Specifically we will examine the building blocks of effective buyer enablement content and provide actionable examples of such content.


Tuesday, September 17, 2019 03:15 PM|Tuesday, September 17, 2019 04:00 PM
Peer Perspective: Lessons in Seller Skill Transformation and Adaptation
Tessa Flaherty, Sr Principal, Advisory, Gartner
Curt Will, Sr. Director, Education and Sales Effectiveness, Lexis Nexis Risk Solutions

Most sales organizations recognize the need and urgency to drive seller skill transformation and better enable sellers to engage highly informed customers. That said, the implementation of new skills is a significant undertaking that often falls short with companies deploying selling tools and training as quick-fix solutions that fail to drive long-term behavior change. Join our panelists to learn how best-in-class sales organizations achieve sustained, long-term behavior change.


Tuesday, September 17, 2019 03:15 PM|Tuesday, September 17, 2019 04:00 PM
CSO Priorities for 2020
Matt Dudek, VP, Team Manager, Gartner

Disruptive technologies, changing customer dynamics and rapidly-shifting economic conditions are challenging heads of sales to rethink their functional priorities and investments. In this session, you will learn about the top priorities CSOs are focused on going into 2020, and strategies for developing and communicating sales strategy to the C-suite and the broader sales force.


Tuesday, September 17, 2019 04:15 PM|Tuesday, September 17, 2019 05:15 PM
Guest Keynote: Making Sense of the Economic Scenarios and Gaining an Edge
Linda Nazareth, Economist, Futurist

Every day we are hit with a barrage of economic news that sometimes seems relentlessly negative. To be sure we need to guard against business cycle gyrations, but how do we cut through the clutter of the headlines and focus on what we really need to know about the outlook? In this engaging presentation, economist and author Linda Nazareth talks about the short term economic forecast for the U.S., putting things in terms of scenarios and focusing on the risks and opportunities for those in the front lines of it. Switching gears, she then looks further out in terms of demographics and trends so you can best position yourself and your team for the longer term. Whether we are talking about financial markets today or talent wars tomorrow, making sense of the bigger picture will keep you ahead of the curve and give you an edge for the future.


Tuesday, September 17, 2019 05:15 PM|Tuesday, September 17, 2019 07:15 PM
Opening Reception on the Exhibit Showcase


Tuesday, September 17, 2019 05:30 PM|Tuesday, September 17, 2019 05:50 PM
Zoho: Data Blending - Build Effective Reports with Zoho Analytics, CRM & Other Data Sources
Amanda Cagle, Enterprise Solutions Architect, Zoho

Are you scaling the right teams? Are your high selling products leading to high support volume? How many sales people do you need versus support people? What if you could take data from both applications and create a unified customer dashboard? In this session you'll learn to empower your team by using data analytics and blended workspaces inside Zoho Analytics.


Tuesday, September 17, 2019 06:00 PM|Tuesday, September 17, 2019 06:20 PM
Magic Quadrant for Sales Force Automation
Theodore Travis, VP Analyst, Gartner

Sales force automation (SFA) applications are essential to B2B sales execution because they automate sales activities, processes and administrative responsibilities for sales professionals. This Magic Quadrant session will examine:
● How the market for SFA changed in 2019.
● How Gartner identifies and evaluates vendors in the SFA market


Tuesday, September 17, 2019 06:30 PM|Tuesday, September 17, 2019 07:30 PM
Gartner for CSOs Member Lounge Reception

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 18, 2019 08:00 AM|Wednesday, September 18, 2019 08:45 AM
People.ai: Session Details Coming Soon

Session Details Coming Soon


Wednesday, September 18, 2019 08:00 AM|Wednesday, September 18, 2019 09:30 AM
Financial Services Business Leader Breakfast: Digital Transformation & Re-Pivoting Around Client Outcomes
Derek Frost, VP, Advisory, Gartner

Business models within financial services that are designed around helping clients overcome obstacles to achieve their financial outcomes are best positioned for digital transformation. This forum will help you 1) articulate approaches to transformation at your organization by looking to the experiences of other firms; 2) transition your team to new roles, structures and ways of working that foster agility and resilience to change; and 3) develop strategies to encourage innovation and decision-making autonomy. Please Note: Breakfast will be served during this roundtable designed for Financial Services business leaders.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 18, 2019 08:00 AM|Wednesday, September 18, 2019 09:30 AM
Attendee Breakfast


Wednesday, September 18, 2019 08:00 AM|Wednesday, September 18, 2019 05:00 PM
Gartner for CSOs Member Lounge

Please join us in our members only lounge for a place to relax, recharge and network with your fellow peers.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 18, 2019 08:00 AM|Wednesday, September 18, 2019 07:00 PM
Registration


Wednesday, September 18, 2019 09:30 AM|Wednesday, September 18, 2019 10:30 AM
Guest Keynote: What High Performers Do Differently: How to Fascinate from First Impressions to Lasting Value
Sally Hogshead, Founder & CEO, How to Fascinate

What separates certain professionals from the rest of the pack? Is it skill or knowledge? Expertise or seniority? Or is it simply charisma? Turns out, it’s none of the above. In her decade of research inside hundreds of companies, Sally Hogshead discovered a new trend. High-performers communicate differently and the most valued professionals consciously decide to over-deliver in select ways. As a result, they become difficult to replace, because they emphasize their natural traits. They earn advocates in the workplace and customer base, and become irreplaceable. In the case of entrepreneurs, they remain in demand even after raising fees and prices. Just as the most successful brands differentiate themselves, so do the most successful people. According to the Carnegie Institute of Technology, 85% of financial success is due to your personality, ability to communicate, negotiate, and lead. Shockingly, only 15% is due to technical knowledge. Increased competition and decreased attention spans make it harder than ever to stand out and win. It’s not enough to be the best, if nobody knows you’re there. But when you apply your most authentic and naturally fascinating traits, the world sees you at your best and you're recognized for your accomplishments.


Wednesday, September 18, 2019 10:30 AM|Wednesday, September 18, 2019 11:00 AM
Networking Break


Wednesday, September 18, 2019 11:00 AM|Wednesday, September 18, 2019 11:45 AM
Salesforce: Key Trends for Trailblazing into the Future of Sales

How do you design a sales organization that will keep up with the future of sales? It all starts with transforming and empowering your sales team to drive change and embrace the right technology. Join us as we share the key trends shaping the future of sales: digital selling for the future of work, AI for sales planning, and unifying sales and service to deliver the best customer experience model.


Wednesday, September 18, 2019 11:00 AM|Wednesday, September 18, 2019 11:45 AM
Microsoft: How Microsoft Unlocks Success with Insight-Driven Selling
Dina Apostolou, Global Director of Product Marketing, WW Business Applications & Industry, Microsoft
Sanaz Namdar, Director of Behavioral Analytics in Sales, Microsoft

See how insight-driven selling is transforming Microsoft’s sales organization, empowering sellers, and driving relentless customer obsession. Learn to make the most of the data and enable sellers to focus on relationship-building to win deals faster. Understand how leaders and sales operations professionals can identify top seller behaviors, coach teams effectively, and replicate success.


Wednesday, September 18, 2019 11:00 AM|Wednesday, September 18, 2019 11:45 AM
Mediafly: Bridge the Value Gap Between Your Sellers and Buyers: Evolve from Pitch to Purpose
Tom Pisello, Chief Evangelist, Mediafly

Buyers have changed. They’re more frugal, empowered and risk-averse. Pitching features and capabilities won’t cut it anymore. Today, sales reps must clearly communicate the value of their solution - and quantify it with data. In this roundtable, you will discuss how to evolve your content marketing and sales enablement efforts to better articulate value and differentiate from your competitors.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 18, 2019 11:00 AM|Wednesday, September 18, 2019 11:45 AM
IBM: Data Discovery to Artificial Intelligence in Sales Performance Mgmt

Sales Performance Management has evolved from calculating sales incentives to a critical enterprise solution that provides advanced sales analytics and artificial intelligence. Sales organizations are moving into a new era that is driven by artificial intelligence. Sales teams are adopting A.I. to reduce mundane tasks so they can in turn, focus on strategic selling.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 18, 2019 11:00 AM|Wednesday, September 18, 2019 11:45 AM
SAP: Session Details Coming Soon

Session Details Coming Soon


Wednesday, September 18, 2019 11:00 AM|Wednesday, September 18, 2019 11:45 AM
Corporate Visions: The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers

Analysts estimate 70-80% of company revenue comes from existing customers. But most companies don’t differentiate their sales and marketing messages for key expansion opportunities like renewals, price increases, upsells, or service failure recoveries.

Tim Riesterer, CRO of Corporate Visions will share new research and proven strategies to win more revenue across the entire customer lifecycle.


Wednesday, September 18, 2019 11:45 AM|Wednesday, September 18, 2019 12:45 PM
Attendee Lunch


Wednesday, September 18, 2019 11:45 AM|Wednesday, September 18, 2019 02:00 PM
Exhibit Showcase Dessert Reception


Wednesday, September 18, 2019 12:15 PM|Wednesday, September 18, 2019 12:35 PM
Whatfix: Supercharge your Sales force with a Digital Adoption Solution

Session Details Coming SoonProgressive CSOs are leveraging Digital Adoption Solutions to increase sales productivity by 35%, reduce time sellers take to get proficient on SFA apps by 66% and reduce Salesforce roll-out time by 50%. This session will share how sales teams at companies like Experian, Sophos, Trotec, Microsoft, Cardinal Health, and CNA are using Digital Adoption Solutions.


Wednesday, September 18, 2019 12:40 PM|Wednesday, September 18, 2019 01:00 PM
Brainshark: Using Video and AI to Scale Sales Coaching
Justin Hill, VIce President, Sales Engineering, Brainshark
Chris Mckillop, Manager, Sales Engineering, Brainshark

What if you could effectively coach sales reps from anywhere? Join this interactive demo of video coaching and AI transforming a struggling sales rep into an ‘A player,’ ready for any selling situation. This session will cover: - How video coaching scales sales readiness - New ways AI saves managers time and provides reps instant feedback - How to track team readiness across your organization


Wednesday, September 18, 2019 01:05 PM|Wednesday, September 18, 2019 01:25 PM
IBM: Journaling: How Sales Performance Management has been influenced
Zach Burnett, Global Sales Leader, IBM

Journaling is a practice that is centuries old and it could be argued that journaling is the foundation of modern advanced analytics. Sales Performance Management has been influenced by this life changing discipline. When we think of modern advanced analytics today, we immediately think of artificial intelligence, machine learning, natural language processing, and prescriptive analytics.


Wednesday, September 18, 2019 01:30 PM|Wednesday, September 18, 2019 01:50 PM
WalkMe: Why Your Sales Organization Needs a Digital Adoption Strategy

Sales organizations are continuously adopting new technologies - but are they reaping true value from them? Join this session to discover proven strategies on how to gain the most out of your sales digital ecosystem to boost productivity, scale the business and gain true cross-app visibility.


Wednesday, September 18, 2019 01:45 PM|Wednesday, September 18, 2019 02:45 PM
Roundtable: Enabling Seller Productivity in an Increasingly Complex World
Matthew Kiel, VP, Team Manager, Gartner

Whether the root cause is increasingly challenging customer dynamics, a growing product portfolio, or increasing internal touchpoints, there is a little doubt that life as a core sales professional has only been getting harder in recent years. In fact, reduced seller effectiveness due to increasing job scope and responsibilities is emerging as one of the primary obstacles sales leaders must overcome to unlock improved seller performance and growth.
Join this facilitated session to discuss the most common drivers of seller burden and exchange new approaches with peers — from quick wins to more permanent fixes — that may hold the key for your organization.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 18, 2019 01:45 PM|Wednesday, September 18, 2019 02:45 PM
CSO Roundtable: The Illusion of Control
Hank Barnes, Distinguished VP Analyst, Gartner

Sales leaders understand the importance of exerting control over the buying process to achieve predictable revenue. But influence and control can elude even the best sales teams in a world in which buying groups rely on third parties for validation and sales teams struggle to control even their own buying process. This roundtable will provide a forum for CSOs to share ideas and challenges in taking control of the purchase process in a highly variable and complex buying environment.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 18, 2019 02:00 PM|Wednesday, September 18, 2019 02:45 PM
Delivering Consistent Sales Enablement Support
Doug Bushee, Sr Director Analyst, Gartner

Sales enablement plays a critical role in driving seller productivity and effectiveness. However, delivering on sales enablement promise increasingly requires close collaboration with Marketing, L&D and Product teams. Join this session to learn how you can align sales enablement with other functions to deliver consistent sales enablement content and training support to your sellers.


Wednesday, September 18, 2019 02:00 PM|Wednesday, September 18, 2019 02:45 PM
Evolving Sales Operations for Competitive Advantage
Steve Herz, Sr Director Analyst, Gartner

Sales operations can no longer claim to be “world-class” simply by partnering consultatively with sales leadership. Increased selling complexity and rapid changes in technology have opened up new opportunities for sales operations to create competitive advantage for the sales organization. Join this session to understand how these changes have thrust the sales operations function into a position to help shape sales strategy, and how sales leaders can make the most of this emerging opportunity.


Wednesday, September 18, 2019 02:00 PM|Wednesday, September 18, 2019 02:45 PM
Meetup: Deriving Customer Insight from Data

It’s a huge challenge to extract actionable customer insight from the data we collect. Come to this Meetup to talk about the challenges you face within your organization as well as share ideas about technology and business practices you're using or are thinking of using to get more value from your data. Meetups are interactive and self-facilitated small group discussions for end-user attendees to build relationships and gain new perspectives. Please make every effort to attend your Meetup as your peers will be looking forward to meeting with you.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 18, 2019 02:00 PM|Wednesday, September 18, 2019 02:45 PM
Meetup: Improving pipeline management and sales forecasts

Sales executives continue to struggle with pipeline management and forecast accuracy. These struggles can be very visible and impact internal planning and stakeholder management. How can you improve these efforts and ensure alignment with a non-linear buying journey? Join this Meetup to discuss pipeline management and forecasting best practices.

Meetups are interactive and self-facilitated small group discussions for end-user attendees to build relationships and gain new perspectives. Please make every effort to attend your Meetup as your peers will be looking forward to meeting with you.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 18, 2019 02:00 PM|Wednesday, September 18, 2019 02:45 PM
Sales Essentials: Driving Frontline Sales Manager Effectiveness
Tessa Flaherty, Sr Principal, Advisory, Gartner

Changing B2B buying dynamics are forcing sellers to fundamentally change their selling approach. Consequently, sales managers must adapt their coaching and support to help sellers respond to greater complexity and variability in sales. Join this session to learn the competencies of effective front-line sales managers and strategies for developing the frontline sales management force of the future.


Wednesday, September 18, 2019 02:00 PM|Wednesday, September 18, 2019 02:45 PM
Meetup: Talent Diversity in Sales

Unlocking the tremendous benefits associated with talent diversity requires action from leaders, including deliberately fostering inclusive environments and a commitment to developing diverse talent. Join this Meetup to discuss the impact of a more diverse sales organization and tactics that support the advancement of workforce diversity. Meetups are interactive and self-facilitated small group discussions for end-user attendees to build relationships and gain new perspectives. Please make every effort to attend your Meetup as your peers will be looking forward to meeting with you.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 18, 2019 02:00 PM|Wednesday, September 18, 2019 02:45 PM
Peer Perspective: Lessons in Sales Leadership
Brent Adamson, Distinguished VP, Advisory, Gartner
Mitch Little, Sr. Vice President Worldwide Client Engagement, Microchip Technology Inc

Changing buying dynamics and increasing selling complexity have placed significant pressure on sales leaders to achieve revenue growth. Join us as we interview heads of sales about the decisions they have made and the lessons they’ve learned on their journey to success as a sales leader.


Wednesday, September 18, 2019 02:00 PM|Wednesday, September 18, 2019 02:45 PM
Ask the Expert: Getting the Basics Right: Designing the Enablement Function
Shayne Jackson, Sr Director Analyst, Gartner

Are you either considering or are in the early stages of building a dedicated sales enablement function? While the sales enablement function’s role and design vary from one company to the next, the goal remains the same: Making sellers more effective and efficient. Join this discussion with a Gartner analyst to explore tactics for designing a sales enablement function including prioritizing resource investments to demonstrate early wins and defining the range of potential enablement responsibilities.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 18, 2019 03:00 PM|Wednesday, September 18, 2019 03:45 PM
VantagePoint: The Shocking Truth about Sales Agility

Agile is a buzzword across industries and research shows top performers are naturally agile. In fact, organizations that embrace agile see, on average, a 22% increased win rate. However, agile seems complex and it is difficult to know where to start. Learn: Florida State University Sales Institute research findings The types of insight your company needs The factors that determine agile success


Wednesday, September 18, 2019 03:00 PM|Wednesday, September 18, 2019 03:45 PM
Showpad: Accelerating Revenue Through Sales + Marketing Alignment

Alignment between Sales and Marketing is the cornerstone to delivering the best buyer experience and impacting revenue. In this session, learn the six strategies for successfully building a strong, long-lasting relationship between Sales and Marketing that will drive results -- and leave with a better understanding of next steps for ensuring these two critical groups are focused on the same goals.


Wednesday, September 18, 2019 03:00 PM|Wednesday, September 18, 2019 03:45 PM
PROS: Is A.I. the future of your Sales Force?
Geoff Webb, Vice President of Solutions, PROS, Inc

The role of AI is hotly debated among technologists and business leaders. Will AI and machine learning really replace your sales team, or is the future brighter? In this roundtable we examine the forces changing the way business sell, buyer behaviors that are opening up opportunities, the threat of disruption, and practical steps to build the sales teams of tomorrow.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 18, 2019 03:00 PM|Wednesday, September 18, 2019 03:45 PM
Aptology: The Art and Science of Hiring the Right Fit for Your Sales Team

As sales leaders, we live and die by our quota - but being a top performer is about more than just numbers. In this round table, we'll discuss the challenges of hiring in today's competitive climate, and share best practices for building and retaining top performing organizations.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Wednesday, September 18, 2019 04:00 PM|Wednesday, September 18, 2019 05:00 PM
Guest Keynote: The Behavioral Economics Of Influence
Dan Ariely, Professor of Psychology & Behavioral Economics, Duke University

In this session professor of psychology and behavioral economist Dan Ariely illustrates ways in which humans are predictably irrational and how we can change behaviors. He will address this topic from two different views, first from the perspective of designing the environment to drive change and second from the perspective of changing peoples’ minds more directly. He will demonstrate the value of this general approach using one example from the world of financial savings and one example from the world of health behaviors. We’ll discover other important inputs to decisions, namely the value of showing effort and the value of social norms. Ariely, one of the world’s most recognized leaders on this topic is known for providing insight and ideas that is clear, relatable and practical.


Wednesday, September 18, 2019 05:00 PM|Wednesday, September 18, 2019 06:00 PM
Networking Night Out Kick Off on the Exhibit Showcase


Wednesday, September 18, 2019 05:15 PM|Wednesday, September 18, 2019 05:35 PM
Salesforce: Session Details Coming Soon

Session Details Coming Soon


Wednesday, September 18, 2019 05:40 PM|Wednesday, September 18, 2019 06:00 PM
Magic Quadrant and Critical Capabilities for Sales Performance Management
Melissa Hilbert, Sr Director Analyst, Gartner

Sales performance management (SPM) solutions automate and optimize the execution of variable sales incentive programs and enable the business to be more efficient and effective. This theater session will explore:
● Why you should evaluate these solutions to drive performance?
● The benefits achieved when SPM solutions are implemented.
● How to examine SPM product capabilities to differentiate vendors.


Wednesday, September 18, 2019 06:30 PM|Wednesday, September 18, 2019 08:30 PM
Networking Night Out hosted by InsideSales

Please join us poolside for a casual evening of networking, fun, and delicious fare at Boulevard Pool at The Cosmopolitan. Take in the luxury pool-side experience with your peers, claim a cabana to relax in style, or simply enjoy the fresh air. With something for everyone, this can’t-miss event won’t disappoint.

*Open to all attendees with full conference passes. Attendees must wear their Gartner event badge and have a photo ID to access the special event.


Thursday, September 19, 2019 07:45 AM|Thursday, September 19, 2019 11:30 AM
Gartner for CSOs Member Lounge

Please join us in our members only lounge for a place to relax, recharge and network with your fellow peers.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 19, 2019 07:45 AM|Thursday, September 19, 2019 11:30 AM
Registration


Thursday, September 19, 2019 08:00 AM|Thursday, September 19, 2019 09:00 AM
Attendee Breakfast


Thursday, September 19, 2019 08:45 AM|Thursday, September 19, 2019 09:45 AM
Roundtable: Navigating the Politics and Cultural Change in Your Sales Technology Program
Theodore Travis, VP Analyst, Gartner

In a recent Gartner survey, 32% of respondents said that organizational politics was their biggest obstacle to the success of their CRM program. This session will examine:
● The political and cultural barriers faced, including: executive leadership, program ownership, and process change
● The necessary components of CRM governance that address these barriers
● Practical solutions for overcoming the barriers that you are facing

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 19, 2019 08:45 AM|Thursday, September 19, 2019 09:45 AM
Roundtable: Deploying Inside Sales for Growth
Scott Collins, VP, Team Manager, Gartner

The changing nature of today’s buying and selling environment is forcing companies to rethink their sales strategy in significant ways. More companies are turning to Inside Sales to help meet ever-more demanding objectives to reduce the cost of sales, expand sales coverage, and increase sales productivity. As a result, companies are looking for new ways to optimize their inside sales functions and attract talent that has the skills to meet these goals. Join this facilitated discussion with your peers to share and learn strategies on deploying, structuring and hiring inside sales teams.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 19, 2019 08:45 AM|Thursday, September 19, 2019 09:45 AM
Roundtable: Collaborating With Marketing to Build Effective Commercial Insights
Liam Kelly, Sr Director, Advisory, Gartner

Commercial insights are critical to move deals today — but are hard to develop. A strong sales and marketing partnership is essential to both create commercial insights that help customers advance through a purchase, and ensure that these insights are used consistently and effectively across the organization. Join this roundtable to discuss ways in which sales and marketing leaders are coming together to find new sources of insights — and are effectively communicating them to buying groups.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 19, 2019 09:00 AM|Thursday, September 19, 2019 09:45 AM
Sales Essentials: Driving Sales' Productivity
Tom Cosgrove, Sr Director, Advisory, Gartner

The increasing scope of sellers’ responsibilities is overburdening sellers, making internal organizational complexity a key cause of stalled or lost deals. Sales organizations’ efforts to alleviate the problem — while well-intentioned — are only making it worse. This session explores how to simplify the seller experience and increase the overall productivity of the sales force.


Thursday, September 19, 2019 09:00 AM|Thursday, September 19, 2019 09:45 AM
Enabling “Always-On” Learning
Shayne Jackson, Sr Director Analyst, Gartner

Can you afford to have your sellers ill-prepared for the precious time they have in front of prospects and customers? Many organizations struggle to build lasting learning programs for sellers that are effective, scalable and repeatable. Join us to find out how sales organizations are creating opportunities for “always-on” learning to help sellers capitalize on the opportunities presented during customer interactions.


Thursday, September 19, 2019 09:00 AM|Thursday, September 19, 2019 09:45 AM
The Landscape of Sales Training and Coaching Technology - Today and Tomorrow
Melissa Hilbert, Sr Director Analyst, Gartner

Technology has transformed how sales is on boarded, trained and coached. This session will explore pro tips and mistakes with technology investments, where we are today with technology and where the future lies. We'll look at how technology advancements will help your organization perform at a higher level.


Thursday, September 19, 2019 09:00 AM|Thursday, September 19, 2019 09:45 AM
Technology Buying Dynamics — From Endless Opportunities to High Quality Deals
Hank Barnes, Distinguished VP Analyst, Gartner

Business pressures are forcing more and more companies to embrace continuous change. This is impacting how many technology purchases they consider on an ongoing basis--and how they make decisions. This session will help sales leaders understand changing buying dynamics and how to help customers build confidence and consensus to drive decisions and success for any complex sale.


Thursday, September 19, 2019 10:00 AM|Thursday, September 19, 2019 10:45 AM
Sales Essentials: Driving Culture Change
Matthew Kiel, VP, Team Manager, Gartner

Increased customer preparedness and decreased customer access have introduced high variability in the selling environment requiring sellers to swiftly adapt and respond to deal roadblocks. But what happens when an organization’s sales climate makes this challenging for even the best sellers? In this session, learn how to create a sales climate that enables, not hinders seller performance.


Thursday, September 19, 2019 10:00 AM|Thursday, September 19, 2019 10:45 AM
Innovative Examples of Sales Enablement Driving Double Digit Results
Michele Buckley, Sr Director Analyst, Gartner

This session will explore real-world examples of sales enablement approaches and applications of technology that have resulted in double digit results. What programs and technologies were used? How did they measure effectiveness? Gain inspiration and ideas from these sales enablement case studies of companies who have experienced success and demonstrated results.


Thursday, September 19, 2019 10:00 AM|Thursday, September 19, 2019 10:45 AM
2019 Hype Cycle for Sales Technology
Adnan Zijadic, Principal Analyst, Gartner

Gartner’s Hype Cycle will help sales leaders assess the relative maturity and business impact of sales technologies. Key drivers of technological developments on this Hype Cycle are improvements and innovations in the user experience, platforms, integration, mobile usage, and predictive/prescriptive and ML analytic insights. Sales organizations should evaluate and use these technologies to gain competitive advantage.


Thursday, September 19, 2019 10:00 AM|Thursday, September 19, 2019 10:45 AM
Meetup: Leveraging sales compensation to reinforce the sales strategy

Chief sales officers, as well as sales operations leaders, must proactively and deliberately ensure that sales compensation is aligned with future sales objectives. How can you provide oversight and ensure your sales compensation design is effective? Join this Meetup to discuss sales compensation effectiveness and best practices in plan design.

Meetups are interactive and self-facilitated small group discussions for end-user attendees to build relationships and gain new perspectives. Please make every effort to attend your Meetup as your peers will be looking forward to meeting with you.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 19, 2019 10:00 AM|Thursday, September 19, 2019 10:45 AM
Sales Essentials: Identifying and Managing Stakeholders to Drive Consensus
Brian C Cain, Sr Principal, Advisory, Gartner

The average buying group now has 11 people, making it difficult for customer stakeholders to reach consensus on a purchase. Faced with increased consensus requirements, sellers struggle with price-driven conversations, extended sales cycle time and more stalled deals. Learn how sellers succeed in the consensus-driven world by effectively identifying and managing Talker, Blocker and Mobilizer stakeholders.


Thursday, September 19, 2019 10:00 AM|Thursday, September 19, 2019 10:45 AM
Meetup: Improving Key Account Management

Key account teams struggle to build long-term, mutually beneficial relationships with their strategically important customers. Join this Meetup to discuss how you are solving for internal barriers, limited customer information and buy-in, metrics misalignment with long-term strategic goals and other key account challenges. Meetups are interactive and self-facilitated small group discussions for end-user attendees to build relationships and gain new perspectives. Please make every effort to attend your Meetup as your peers will be looking forward to meeting with you.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 19, 2019 10:00 AM|Thursday, September 19, 2019 10:45 AM
Roundtable: Applying Sense Making to Your Challenger Journey
Rick Karlton, Managing Vice President, Gartner

Our latest research shows today’s buyers are overwhelmed with high-quality information and that sales reps who win in this environment adopt a "sense-making" approach. That is, they connect customers to relevant resources, clarify information complexity and collaborate in customer learning. Many organizations that are on a Challenger journey are looking to incorporate sense making into their journey. Join this facilitated session to discuss how your peers on a challenger journey are thinking about and applying sense making into their sales transformations.

Please Note: based on availability and eligibility you may sign-up for this session via Events Navigator after you register for this event.

Thursday, September 19, 2019 11:00 AM|Thursday, September 19, 2019 11:30 AM
Gartner Keynote: Closing Remarks — Your Next Bold Move
Brent Adamson, Distinguished VP, Advisory, Gartner

Sales leaders face unprecedented changes in customer expectations, technology and the talent needed to drive results. We'll arm you with key takeaways from the conference and set you up to drive action in your organization.


Start planning your agenda now.