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:
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.
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.
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.
Please join us in our members only lounge for a place to relax, recharge and network with your fellow peers.
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. The result: an erosion of buyers' confidence in their own decision making. This critical session will reveal our research into how the best sales executives are helping build the confidence that is crucial for complex purchases.
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.
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.
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.
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.
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.
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.
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.
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.
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
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.
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.
79% of organizations have a sales enablement process or practice in place or plan on implementing one this year. Whether you’ve already invested in enablement, are considering increasing that investment, or still trying to understand whether you should invest at all - this session will bring real world data to help frame the quantitative business case for 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.
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.
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.
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?
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.
Gartner for sales leaders provides sales operations professionals with the insights and tools crucial to leading an effective and successful organization. This session will explore your top challenges and the solutions Gartner provides, including plans for service, available research and tools and more. Learn about the top inquiries from your peers and preview how Gartner can help transform your organization in just 90 days after the conference. See a Gartner Zone product expert following the session to learn about how you can begin.
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.
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.
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.
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.
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.
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.
Customers are overwhelmed with the amount of high-quality information available to help them make purchase decisions. To help customers navigate the noisy informational landscape, winning sellers adopt a "sense-making" approach that builds customers’ confidence in information and help sellers close high quality deals. In this session, we will explore tools and frameworks to help you implement sense making at your organization.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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 frameworks for developing and communicating sales priorities to the C-suite and the broader sales force.
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.
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.
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
Learn how the leader in sales engagement, Outreach, scaled from zero to a billion-dollar valuation in just five years by using its own platform and three critical plays. With a focus on driving increases in sales pipeline, velocity, and efficiency, the startup has helped its customers create predictable, scalable revenue streams. Hear from Margaret Arakawa, Outreach's chief marketing officer, how an effective sales engagement strategy can take your sales organization to the next level.
Are you confidently calling your number every quarter?
So many sales leaders are still chasing deal data, working out of offline spreadsheets and blindsided by their forecast. Join to learn:
Why CRM alone can’t help you sell and forecast reliably
Ways to proactively inspect your pipeline and spot risk
How you can course-correct and drive predictable revenue outcomes
Front-line sellers are at the tip of the spear in driving your business, yet we hamper their effectiveness by bombarding them to enter everything into CRM in hopes to gain better visibility. Join Mike Cabot, VP of Sales at Malwarebytes, as he shares how he leads his team with People.ai to seamlessly capture customer activity and provide data-driven coaching to improve seller performance.
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 join us in our members only lounge for a place to relax, recharge and network with your fellow peers.
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.
Gartner for sales leaders and chief sales officers provides sales professionals with the insights and tools crucial to leading a growing organization. This session will explore your top challenges and the solutions Gartner provides, including plans for service, available research and tools and more. Learn about the top inquiries from your peers and the leading insights from Gartner. Preview how Gartner can diagnose your organizational sales maturity immediately after the conference and talk to a Gartner Zone product expert following the session to learn about assessing your organizational success.
How do you design a sales organization that will keep up with the future of sales? Learn how Salesforce has transformed their sales teams and empowered them to drive growth by leveraging the Salesforce platform. Join Denise Dresser, Executive Vice President of Sales at Salesforce as she walks through how she helps her teams sell smarter, close larger deals and drive better outcomes. You'll also hear from Kevin Reilly, Head of Global Sales and Development at 3M on how he's helping future-proof his sales teams.
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.
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.
There’s no recovery from a bad first impression both in dating and sales. Your reps need to sell better and smarter from the onset to ensure customer’s expectations are met.
Are you equipping your salespeople to bring value to every engagement, or are you still doing things the way you did 10 years ago?
Hear how best-in-class companies ensure reps have great first dates!
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.
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.
Join us to learn what the most progressive sales leaders are doing to measure account health, improve account team effectiveness and focus account managers on behaviors that result in double digit account growth. This exclusive session will provide you with an opportunity to gain a stronger understanding of how Gartner works with senior Sales leaders to execute their Mission Critical Priorities confidently and successfully.
Gartner’s sales operations diagnostic tool provides sales leaders with actionable data that can inform an organization’s strategic decision making to improve functional effectiveness and efficiency. Explore this critical step in organizational development with a Gartner expert, including sales budget allocation and spend, seller costs by role, technology costs and more. Preview a customized benchmark report and talk to a Gartner Zone product expert after the session to learn about how your organization can begin their diagnostic.
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
Gartner for sales leaders provides sales enablement professionals with the insights and tools crucial to leading and managing the sales enablement function. This session will explore your top challenges and the solutions Gartner provides, including plans for service, available research and tools and more. Learn about the top inquiries from your peers and the leading insights from Gartner. Preview how Gartner can help transform your organization in just 90 days after the conference and talk to a Gartner Zone product expert following the session to learn about how you can begin.
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.
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.
Gartner’s sense making research is a pivotal approach to buyer enablement. Get back to the basics about sense making and explore the tools Gartner provides to bring the strategy back to your organization. Following the session, speak with a Gartner Zone specialist to discover the ways your organization can adopt the sense making approach.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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
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.
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.
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.
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.
Sales has changed. The old-school tools and processes can't keep up with today's complex deals and accelerated sales cycles. Join this session to learn the latest approaches to speed up deals including the top challenges sales leaders face today and four winning tactics to close deals faster and win as a team.
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.
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.
Please join us in our members only lounge for a place to relax, recharge and network with your fellow peers.
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
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.
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.
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.
It’s not easy helping sellers keep up with changes in the buying landscape. Sales training programs today have to not only deliver more complex training content efficiently, but also innovate to please a new digital workforce. At the same time, they need to fit into sellers’ workflows, not burden them. Join us to get the recipe for building a “low-effort” sales training program that makes learning efficient.
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.
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.
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.
This session will explore real-world examples of sales enablement approaches and applications of technology that have produced double digit results. What techniques 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.
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.
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.
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.
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.
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.
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.