Our Gartner experts helped attendees address their most critical challenges. These key topics kickstarted conversations around priorities so that attendees could tackle what was most important to them.
Our Gartner experts helped attendees address their most critical challenges. These key topics kickstarted conversations around priorities so that attendees could tackle what was most important to them.
All sales leaders and managers must work through trends impacting their ability to generate revenue. This track helped leaders formulate clear and future-looking actions to drive market-leading growth and become a destination for top talent.
Today’s CSOs must evolve to influence more broadly across the enterprise. This track's sessions focused on helping CSOs influence across the organization as the leaders of selling.
Today’s digital-first buyers and hybrid work environments have shifted the mandate of sales enablement. This track focused on modernizing sales enablement with strategies to align changing buying preferences with the future of selling.
The digital evolution of B2B sales creates an opportunity for sales operations to generate more value across the enterprise. This track focused on sales operations support of the end-to-end revenue process and streamlined interconnected workflows to accelerate commercial performance.
All sales leaders and managers must work through trends impacting their ability to generate revenue. Buyers are changing. Technologies are emerging. And the intense competition for sales talent continues. The modern sales function must not be held back by historic norms and outdated practices. Instead, sales leaders must become commercial futurists and embrace innovative strategies and methods of execution. In this track sales leaders learn to formulate clear and future-looking actions to drive market-leading growth and become a destination for top talent.
Tuesday, May 17, 2022 / 12:00 PM - 12:30 PM EDT
David Yockelson, VP Analyst, Gartner
Purchases are made to drive business outcomes, but despite a litany of value-oriented selling methods, providers still have a hard time articulating the potential value of their offerings to buyers. This is an issue for both new business and growth with existing customers. Find out how to create a "closed loop" for buyers, linking the proposed value new purchases to value realized afterwards.
Tuesday, May 17, 2022 / 01:30 PM - 02:00 PM EDT
Tom Cosgrove, Sr Director Analyst, Gartner
Gone are the days when gut feel and historic success can guide our reactive revenue strategy decisions and approaches. Today's environment requires more proactive and data-driven plans and execution guidance to ensure sustained growth. This breakout session will explore questions like: "What flawed assumptions am I relying upon to lead my decision making?", "How do we make sense of all the data that we know and don't know is available to us?", and "What are the most important data-driven metrics and use cases to consider?"
Tuesday, May 17, 2022 / 01:30 PM - 02:00 PM EDT
Elizabeth Beard, Director Analyst, Gartner
With changes in buying and selling as well as the need for sales and marketing to be in lock-step with each other, opportunity qualification is taking a new focus with the most progressive sales organizations. This session will walk through best practices for qualifying opportunities with a focus on closing high-quality deals, higher percentages of retention, and higher percentages of growth.
Tuesday, May 17, 2022 / 01:30 PM - 02:15 PM EDT
Maria Boulden, VP, Executive Partner, Gartner
Betsy Gregory-Hosler, Sr Director, Research, Gartner
Henri Richard, VP, Executive Partner, Gartner
Gartner for Sales Leaders Executive Partners will lead a roundtable discussion of topics they commonly hear from Chief Sales Officer clients and compare/contrast with the recent CSO Priorities Pulse Survey data to share what's "common" versus what's "recommended" from their own peer experiences
Tuesday, May 17, 2022 / 03:00 PM - 03:30 PM EDT
Tom Cosgrove, Sr Director Analyst, Gartner
Ecosystems have shown up 16x more among Board of Directors than ever before. Why? Because ecosystems are a significant go-to-market opportunity across all sectors and markets worldwide today. But they aren't just in the technology sector. Join this session and learn where the future of ecosystems is headed, how to drive revenue from them and explore with us as we go over real-world examples.
Tuesday, May 17, 2022 / 03:00 PM - 03:30 PM EDT
Nate McCullough, Director, Advisory, Gartner
This breakout session will explore the evolving role of indirect channel partners and the enablement, technology and processes required for them to contribute value as a route to market in the era of digital customer engagement. Gartner will share pan-industry best practices on topics like partner segmentation, partner experience, collaboration technology, commercial propositions, and digital engagement strategies to and through the channel.
Tuesday, May 17, 2022 / 03:45 PM - 04:15 PM EDT
Robert Lesser, Director, Advisory, Gartner
Increasing the size of pay packets is a race to the bottom. CSOs can win the war for talent by reducing dependency on sellers and improving seller retention by redesigning their sales organizations. Learn of org structures and key actions to take to improve your sales organization's capability to drive growth with more efficient organizations.
Wednesday, May 18, 2022 / 12:00 PM - 12:30 PM EDT
Craig Riley, Director Analyst, Gartner
Despite customers increasingly seeking an independent, digital purchase, Gartner research shows it is crucial to maintain some seller intervention to minimize customer purchase regret. Leading sales organizations leverage multithreaded customer engagement. In this session, Gartner shares predictions for the outlook on Sales beyond 2022, helping CSOs keep pace with, and anticipate, evolving buying dynamics.
Wednesday, May 18, 2022 / 12:00 PM - 12:45 PM EDT
Robert Blaisdell, Sr Director Analyst, Gartner
Billy Luckey, Director, Advisory, Gartner
Daniel Hawkyard, Sr Principal, Advisory, Gartner
Executive sponsors are often not deployed optimally. They are randomly assigned to an account, do not have a full understanding of their role, are not given guard rails, and are rarely provided ongoing support. Position properly executive sponsors can be a great asset to an account team and to a customer, positioned poorly they can do more harm than good. Gartner Experts covering sales execution, account management, and customer success teams and processes will answer questions pertaining to this leadership-oriented topic.
Wednesday, May 18, 2022 / 01:30 PM - 02:00 PM EDT
SDR prospecting relies on reaching the customer at just the right time with the right message, and offer. This session will arm you with the frameworks and tools to ensure your SDR team achieves their response goals with the right message, to the right person and offers something of value the customer is willing to trade their time for.
Wednesday, May 18, 2022 / 01:30 PM - 02:00 PM EDT
Robert Blaisdell, Sr Director Analyst, Gartner
KAMs often look to themselves as the sole owner of the relationship with key customers. In parallel, they are often not accepting of new technology or processes that may interfere with critical relationships. This leads to a heavy administrative burden with the KAM being labled "in the weeds." By embracing technology and automation processes KAMs can free up time and capacity to engage at a more strategic level.
Wednesday, May 18, 2022 / 01:30 PM - 02:15 PM EDT
Dan Gottlieb, Sr Director Analyst, Gartner
Alice Walmesley, Director, Advisory, Gartner
This Ask the Expert session will feature Gartner Experts covering pipeline generation and sales development (SDR) topics, including questions about the strategy, people, process, operations, enablement and technologies supporting the (SDR) role.
Wednesday, May 18, 2022 / 03:00 PM - 03:30 PM EDT
Daniel Hawkyard, Sr Principal, Advisory, Gartner
Key Account programs are critical for revenue growth yet many Key Account programs' success hinges primarily on the Key Account Managers within the program. This places a huge burden on Key Account Managers who largely depend on their own relationships with colleagues to secure cross-functional resourcing. Executive sales leaders need to reduce the burden on Key Account Managers by putting emphasis back on the organizational processes.
Wednesday, May 18, 2022 / 03:00 PM - 03:45 PM EDT
Craig Rosenberg, Distinguished VP Analyst, Gartner
Christopher Gamble, Sr Director Analyst, Gartner
72% of organizations cite pipeline generation as a critical priority in 2022. There are so many factors to consider from strategy, content, processes, etc. yet sales leaders are short on time. This session will be led by Gartner analysts who specialize in pipeline generation and sales development where they will answer audience questions and provide actionable advice so attendees can drive the change they need fast.
Wednesday, May 18, 2022 / 03:00 PM - 03:45 PM EDT
Robert Blaisdell, Sr Director Analyst, Gartner
Mark Dauigoy, Sr Director Analyst, Gartner
This interactive session is a Q&A opportunity for those considering a customer success program or have recently rolled out a customer success program. Join us to learn from others experiences, share ideas and critical lessons for building and deploying customer success resources for management of existing customer relationships and renewals/re-purchases.
Wednesday, May 18, 2022 / 03:45 PM - 04:15 PM EDT
Sandy Shen, VP Analyst, Gartner
Many B2B organizations launching digital commerce during pandemic when traditional sales channels are being disrupted. This session looks at how to launch B2B commerce platforms that support rather than compete with your existing channels.
1. Ways B2B commerce align with sales
2. Commerce functions that contribute to customers buying processes
3. KPI and incentive alignment
Wednesday, May 18, 2022 / 03:45 PM - 04:15 PM EDT
Alice Walmesley, Director, Advisory, Gartner
As customers increasingly seek a rep-free experience, CSOs must strategically position sellers in the customer’s buying journey as human mediators that help them make sense of information in their own unique circumstances. As sales leaders drive such buyer-centric approaches, they often overlook changing buyer signals in favor of simplicity and seller adoption. As the commercial environment increases in variability, Situational Tuning is required in the application of Sense Making techniques – rather than a standardized approach across customers.
Today’s digital-first buyers and hybrid work environments have created new challenges and shifted the mandate of the sales enablement function. While many leaders embrace this new dynamic, virtual selling and digital dexterity are only part of the enablement puzzle. In this track, the focus of the sessions is on modernizing sales enablement with strategies to align changing buying preferences with the future of selling.
Tuesday, May 17, 2022 / 12:00 PM - 12:30 PM EDT
As buying and selling continue to evolve, sales enablement must also evolve. During this panel presentation, hear from Gartner analysts how sales enablement has been impacted and what a modern sales enablement organization of the future should include in their charter including technology such as virtual salesrooms and digital selling.
Tuesday, May 17, 2022 / 12:00 PM - 12:45 PM EDT
Elizabeth Beard, Director Analyst, Gartner
Shayne Jackson, Sr Director Analyst, Gartner
Offering a best-in-class training and development program has never been more important for recruiting and retaining talent. A training strategy is designed systemically following a five-step process. During this session, learn how to execute the five steps, and create a talent strategy that develops your team into high-performing, dedicated rockstars!
Tuesday, May 17, 2022 / 01:30 PM - 02:00 PM EDT
Nate McCullough, Director, Advisory, Gartner
Gartner research shows that coaching is a key component to driving sales manager effectiveness, yet many sales organizations struggle to improve managers’ coaching behaviors. This session will cover three key components to get right to drive coaching effectiveness in 2022 and beyond.
Tuesday, May 17, 2022 / 01:30 PM - 02:15 PM EDT
Daniel Hawkyard, Sr Principal, Advisory, Gartner
Brent Cassell, VP, Advisory, Gartner
As employee engagement and retention remain an ongoing challenge for employers, finding new ways to connect and build a more human employer-employee relationship is critical. In this session, bring your questions and learn more about how to reinvent your Employee Value Proposition to better meet the needs and expectations of your teams - both managers and employees - while also decreasing attrition and increasing engagement.
Tuesday, May 17, 2022 / 03:00 PM - 03:30 PM EDT
Doug Bushée, Sr Director Analyst, Gartner
As buying and selling processes change, typical siloed approaches to enablement create barriers instead of growth. To reduce the complexity of the hybrid buying/selling reality, sales enablement leaders must integrate roles, prioritize end-to-end metrics and centralize functions with revenue enablement. This session will include a five-step maturity model for CSOs and enablement leaders looking to evolve their current sales enablement function towards a revenue enablement function.
Tuesday, May 17, 2022 / 03:00 PM - 03:45 PM EDT
Elizabeth Beard, Director Analyst, Gartner
Roland Johnson, Sr Director Analyst, Gartner
This is an interactive session that will allow attendees to ask questions around their current challenges with choosing a sales methodology and/or training provider. Topics could range from how to determine the best plan of action, the pros and cons of using a 3rd party sales training service provider vs DIY model, how to determine the criteria for choosing a sales methodology, and more.
Tuesday, May 17, 2022 / 03:45 PM - 04:15 PM EDT
Billy Luckey, Director, Advisory, Gartner
In this session, Billy Luckey provides updated data reinforcing the value of a "Sense Making" approach to B2B selling and shares two real-world examples of how Expedient and FedEx Europe embedded Sense Making into day-to-day customer engagement.
Tuesday, May 17, 2022 / 03:45 PM - 04:30 PM EDT
Shayne Jackson, Sr Director Analyst, Gartner
Doug Bushée, Sr Director Analyst, Gartner
The high levels of sales turnover demand a robust onboarding program. Poor hiring decisions are expensive, even more so the longer they are delayed. A skills-focused, milestone-based onboarding program identifies new hires who either need extra coaching early on or are in the wrong position. This gives an added layer of assurance to the hiring decisions and boosts confidence of the new hires at the same time.
Wednesday, May 18, 2022 / 12:00 PM - 12:30 PM EDT
Elizabeth Beard, Director Analyst, Gartner
Reducing time to productivity is always at the top of mind for CSO's and sales enablement leaders. At the same time, job readiness is a key factor in long-term productivity and performance success. This session will focus on the key elements of designing seller onboarding for reducing ramp time and preparing new sellers for a lifetime career as a top-performer.
Wednesday, May 18, 2022 / 12:00 PM - 12:45 PM EDT
Alice Walmesley, Director, Advisory, Gartner
Nate McCullough, Director, Advisory, Gartner
Are you trying to implement Sense-making or working to increase seller adoption of a Sense-making approach? Or maybe you're looking to get the most from your Sense-making investments? Join this session to discuss your most pressing questions on how to apply Sense-making in today's buying environment.
Wednesday, May 18, 2022 / 01:30 PM - 02:00 PM EDT
Daniel Hawkyard, Sr Principal, Advisory, Gartner
This session will detail a spectrum of technologies that sales enablement leaders can invest in to streamline how their teams' design, implement, manage, and optimize sales enablement programs digitally. It will explore the basic, recommended, and advanced technologies used by sales enablement teams today to deliver world-class sales enablement programs.
Wednesday, May 18, 2022 / 03:00 PM - 03:30 PM EDT
Shayne Jackson, Sr Director Analyst, Gartner
Sales enablement leaders often struggle to show the value of their function. They are often measured based on revenue or Net Promoter Score. Without solid measurement and impact attribution processes, the credibility of sales enablement's contribution to these metrics is dubious at best. This session will lay out the process to show the actual contribution of sales enablement programs.
Wednesday, May 18, 2022 / 03:00 PM - 03:30 PM EDT
Doug Bushée, Sr Director Analyst, Gartner
Clients that are experiencing high attrition tend to rely on exit interviews or focus groups to identify ways to reduce seller turnover, but these methods either are rearview facing or don't collect the honest information needed. During this session, clients will learn about a third option, the stay conversations that improve the dialogue between sales managers and sellers and give the organization time to address any issues that could lead to a seller's departure.
Wednesday, May 18, 2022 / 03:45 PM - 04:30 PM EDT
Doug Bushée, Sr Director Analyst, Gartner
Billy Luckey, Director, Advisory, Gartner
Shayne Jackson, Sr Director Analyst, Gartner
Elizabeth Beard, Director Analyst, Gartner
Melissa Hilbert, Sr Director Analyst, Gartner
Gartner experts will host this interactive discussion among sales enablement leaders. Participating sales enablement leaders will be asked to share their priorities for the current and coming years in light of emerging and enduring disruptions. Come network with your peers and gain new perspective on how to address your top priorities at this highly interactive session.
The digital evolution of B2B sales creates an opportunity for sales operations to generate more value across the enterprise. Sales operations leaders must meet the needs of a broader cross-functional community. Making this shift requires changes to sales operations talent, the adoption of emerging technology and the development of advanced analytics. In these track sessions you will learn how the positioning of sales operations supports the end-to-end revenue process and streamlines its interconnected workflows to accelerate commercial performance.
Tuesday, May 17, 2022 / 12:00 PM - 12:30 PM EDT
Craig Rosenberg, Distinguished VP Analyst, Gartner
Revenue operations is a trendy topic right now. The issue is there are multiple definitions of what it is and what it requires. Furthermore, most of the revenue operations ideas seem challenging to execute. In this session, we clearly explain revenue operations, lay out an easy to understand framework, and debunk the myths that make RevOps change management seem so daunting.
Tuesday, May 17, 2022 / 01:30 PM - 02:00 PM EDT
Michele Buckley, VP, Team Manager, Gartner
Revenue operations continues to evolve as a modern operating model that delivers revenue more effectively and efficiently. This session will share real-world examples and stories about how RevOps is being implemented and adopted in companies of all sizes -- bringing together data, functions, and collaboration in new and exciting ways to improve commercial outcomes.
Tuesday, May 17, 2022 / 03:00 PM - 03:30 PM EDT
Steve Herz, Sr Director Analyst, Gartner
Sales leaders have long known that technology would eventually open up their B2B sales teams to a digital sales model. But the unexpected suddenness of change, accelerated by disruption to in-person selling, caught many sales leaders by surprise. As the 'Great Resignation' threatens to hollow out their teams, sales leaders urgently want to understand their risk, and what they can do to attract, motivate and retain top salespeople in a world of digital and virtual commerce.
Tuesday, May 17, 2022 / 03:00 PM - 03:45 PM EDT
Craig Rosenberg, Distinguished VP Analyst, Gartner
Dan Gottlieb, Sr Director Analyst, Gartner
An open conversation for attendees to ask Gartner analysts who specialize in revenue tech about the latest trends and best practices in building their stack. Attendees can share their current challenges and analysts will make live recommendations on potential solutions. By the end of this discussion, everyone will have a new idea for their stack.
Tuesday, May 17, 2022 / 03:45 PM - 04:15 PM EDT
Dan Gottlieb, Sr Director Analyst, Gartner
It's difficult to figure out what basic, optimal and advanced virtual selling looks like. This session will provide insight into the different virtual selling technologies and how they influence common workflows across the sales process.
Tuesday, May 17, 2022 / 03:45 PM - 04:30 PM EDT
Steve Herz, Sr Director Analyst, Gartner
Greg Hessong, Sr Director, Advisory, Gartner
Steve Rietberg, VP Analyst, Gartner
Simon Escobar, Director, Advisory, Gartner
Gartner experts will host this interactive discussion among sales operations leaders. Participating sales operations leaders will be asked to share their priorities for the current and coming years in light of emerging and enduring disruptions. Come network with your sales ops peers and gain new perspective on how to address your top priorities at this highly interactive session.
Wednesday, May 18, 2022 / 12:00 PM - 12:30 PM EDT
Dan Gottlieb, Sr Director Analyst, Gartner
In a world where automation and AI/ML will increasingly be leaned on to make decisions, we need to improve the confidence and faith in the data feeding our models. This session covers how to make the data capture/collection more compatible with the needs for prescriptive and predictive analytics, including different ways technology vendors can help.
Wednesday, May 18, 2022 / 03:45 PM - 04:15 PM EDT
Craig Rosenberg, Distinguished VP Analyst, Gartner
The rate of change in revenue technology is so rapid that the technology landscape can change in weeks. It seems like disruption is happening constantly. As a revenue leader, you must be able to stay ahead of these trends, prioritize and have the agility to respond quickly, decisively. This session explores the disruptions you need to know, what it means for your organization, and how to prepare.
Wednesday, May 18, 2022 / 03:45 PM - 04:30 PM EDT
Tom Cosgrove, Sr Director Analyst, Gartner
Steve Rietberg, VP Analyst, Gartner
Organizations striving to become more data driven are frequently challenged by low levels of data literacy among sellers, managers and other commercial roles who rely on sales analytics. Join this session to discuss questions including: How do I tell if my organization has a data literacy problem? How can I tailor a program design to my organization's needs? How do I demonstrate that my data literacy efforts are helping to make us more data driven?
Today’s CSOs must evolve to influence more broadly across the enterprise. Through a confluence of factors from unified strategies to communal data and interconnected technologies, CSOs have a greater ability and mandate to unify internal stakeholders to meet the evolving needs of B2B buyers. These track sessions focus on helping CSOs influence across the organization as the leaders of selling.
Tuesday, May 17, 2022 / 12:00 PM - 12:30 PM EDT
Don Scheibenreif, Distinguished VP Analyst, Gartner
As the world experiences the ups and downs of the global pandemic, a focus on customer experience takes on increased importance. But what can sales leaders do to help their organization prepare for a world shaped by W? In this session, we will share what to expect from customers in 2022 and how sales leaders can lead their team to prepare and take advantage of this opportunity.
Tuesday, May 17, 2022 / 12:00 PM - 12:45 PM EDT
Robert Lesser, Director, Advisory, Gartner
Jason Daigler, VP Analyst, Gartner
B2B digital commerce is a critical component for improving CX, reducing costs and growing revenue. But it must be executed correctly and aligned with other sales processes. It cannot operate in a silo. This session will offer strategy fundamentals, pitfalls to avoid, and information on what buyers want from digital commerce experiences.
Tuesday, May 17, 2022 / 03:45 PM - 04:15 PM EDT
Jason Wong, Distinguished VP Analyst, Gartner
Gartner has found that business technologists, those who don't work in IT, created technology output for an average of 4.2 automation initiatives in a year. Almost 80% self-reported they were successful in achieving their business objectives toward hyperautomation. CSOs need to check for these top factors to drive successful business outcomes between IT and and sales.
Wednesday, May 18, 2022 / 12:00 PM - 12:30 PM EDT
Tina Nunno, Distinguished VP Analyst, Gartner
This session is based on Gartner's CEO survey and over 400 responses. CEOs were asked their primary approaches to resolving conflict among members of the executive team. Five different approaches were analyzed, looking at the pros, the cons and the politics. CSOs can develop strategies to help them make the most of their CEOs conflict approach.
Wednesday, May 18, 2022 / 01:30 PM - 02:00 PM EDT
Don Scheibenreif, Distinguished VP Analyst, Gartner
Sales leaders seeking to support new growth horizons may be missing a huge financial opportunity. Gartner predicts that billions of machines — both physical and virtual — will act, look, and feel like customers. We will explore why this is happening, how it is showing up today, and how sales leaders can help their organizations take advantage of this final frontier of emerging customers.
Wednesday, May 18, 2022 / 03:00 PM - 03:30 PM EDT
Greg Hessong, Sr Director, Advisory, Gartner
Sales leaders and their marketing counterparts have historically struggled to consistently work together to drive revenue. The effectiveness of traditional approaches to engaging customers continues to decline, increasing pressure on revenue leaders. Forward-thinking revenue leaders are addressing this issue by aligning with other GTM functions to create an account-based strategy for more consistent engagement at targeted accounts.
Wednesday, May 18, 2022 / 03:45 PM - 04:15 PM EDT
Robert Blaisdell, Sr Director Analyst, Gartner
Driving healthy growth is nearly impossible when happy customers leave you all the time. Chief sales officers need customer success and account management team partnerships that deliver seamless interactions to retain and grow customers who realize current value and eagerly pursue future value.