Agenda
Tuesday, May 16, 2023 / 09:30 AM - 10:15 AM PDT
Robert Blaisdell, Sr Director Analyst, Gartner
Alice Walmesley, Director, Advisory, Gartner
Compounding disruption in the economic environment and evolving buying dynamics have left many sales organizations scrambling to adapt and meet revenue goals. Advances in artificial intelligence and sales analytics offer some clarity in an uncertain B2B sales world, but these solutions prompt sales leaders to ask: What should the human role look like in this new environment?
Learn which specific approaches, capabilities and investments must be prioritized to boost revenue growth, seller motivation and customer engagement in a constantly changing B2B landscape.
Tuesday, May 16, 2023 / 11:00 AM - 11:30 AM PDT
Christopher Gamble, Sr Director Analyst, Gartner
Maria Boulden, VP, Team Manager, Gartner
Uncertain economic times often lead to immediate cost-cutting directives, yet the top line targets don’t change. CFOs often lead this charge, creating a need for a strong CFO-CSO partnership.
This session will cover Gartner’s current economic outlook along with the tools to get the CFO from “no” to “yes” on projects critical to the CSO. We’ll review Gartner’s CFO research along with the format, the data and the discussion choreography required to close what may be the hardest sale of all: the internal one.
Tuesday, May 16, 2023 / 11:00 AM - 11:45 AM PDT
Robert Lesser, Sr Director, Advisory, Gartner
David Araldi, Managing Director, Robert Half
Learn how Robert Half International persuaded a highly successful and well-tenured sales team to pivot to a new sales model.
Tuesday, May 16, 2023 / 12:30 PM - 01:00 PM PDT
Robert Lesser, Sr Director, Advisory, Gartner
Relentless change is battering organizations and sellers are fatigued. Failure rates on change initiatives are too high. Join this session to learn how CSOs can boost success by taking three critical actions before launching transformational change.
Tuesday, May 16, 2023 / 12:30 PM - 01:15 PM PDT
Robert Blaisdell, Sr Director Analyst, Gartner
Today's CSOs must transform their key customer engagement strategy to be more selective by using a broader set of qualitative criteria and more prescriptive categorizations to identify the unique types of customer relationships within the key account tier. Gain the latest insight from peers on how they are identifying, engaging, managing, retaining and growing their most important customers via a formal or informal key account program.
Tuesday, May 16, 2023 / 02:30 PM - 03:00 PM PDT
Alice Walmesley, Director, Advisory, Gartner
Amid ongoing social, economic, and geopolitical disruptions, sellers continuously have to adjust to an uncertain, variable environment. Despite CSOs’ efforts to motivate and enable sellers, the constant need for agility is taking its toll. Join this session to learn how to motivate sellers through continued disruption, addressing the two sides to seller motivation: drive and drag.
Tuesday, May 16, 2023 / 02:30 PM - 03:00 PM PDT
Jennifer MacIntosh, Sr Director Analyst, Gartner
GTM teams - Sales, account management, renewals, and customer success often struggle to align on a model for ownership of the customer relationship. In reality is there no single owner of the customer, and in today's world, effectively supporting customers requires a matrixed coverage model of different resources from the different teams to deliver warm handshakes as the customer progresses through the life cycle.
Tuesday, May 16, 2023 / 02:30 PM - 03:15 PM PDT
Rachael Buchler, Sr Director Analyst, Gartner
What leadership skill demands are new or growing with the increase in commercial stakeholders and volume of change activities in the function? This session will explore the next-Generation sales leadership skills needed for future professional success. Mobilize development actions to maximize your impact and help achieve your potential.
Tuesday, May 16, 2023 / 04:00 PM - 04:30 PM PDT
Greg Hessong, Sr Director, Advisory, Gartner
Buyers have grown increasingly resistant to sales prospecting efforts. As a result, sellers struggle to build pipeline as time with buyers declines. To increase engagement and improve the buying experience, a deeper understanding of buyer needs, preferences and behaviors is critical. Leading organizations are using situational awareness to create choreographed digital engagement strategies to better connect with buyers and improve pipeline generation.
Tuesday, May 16, 2023 / 04:00 PM - 04:45 PM PDT
Billy Luckey, Director, Advisory, Gartner
Jennifer MacIntosh, Sr Director Analyst, Gartner
Don Cantow, Senior Vice President WW Solutions Channel, Altium LLC
Many organizations bite off more than they can chew with commercial integration. Altium, focused on one essential aspect of their commercial alignment; customer data. Altium created a customer centric data tool that allows marketers, sellers, and buying groups to define, update, and track buying journey progress. In this session, we hear how Altium used this tool to integrate functions en route toachieving outstanding commercial results.
Tuesday, May 16, 2023 / 05:15 PM - 06:00 PM PDT
Cassandra Worthy, Founder & CEO, Author & Consultant, Change Enthusiasm Global
This keynote distills down 15 years of Cassandra’s Corporate M&A experience into the critical skills that will empower leaders to create and sustain growth through change.
The audience will leave with:
• A new perspective on the soft skills required to effectively lead through change.
• A practical framework to quantify your strengths and areas of growth when addressing, working and leading through change.
• An instantly-applicable action plan that empowers them to improve critical leadership behaviors to effectively lead change movements.
Wednesday, May 17, 2023 / 09:00 AM - 09:45 AM PDT
Maria Konnikova, Author, Psychologist, Poker Champion & Journalist,
In this talk, Maria Konnikova combines her personal experience as a champion poker player with her original research into the psychology of human decision-making to explore how we can all learn to make better decisions in every aspect of our lives – from the negotiating table to our personal relationships. How can we think probabilistically, manage our emotions, evaluate risk, distinguish the noise of chance from the elements of control, learn when to go all in, and when to fold? Journey with Konnikova into some of the deepest crevices of the human mind, and emerge with a roadmap for how you can – immediately and practically – become a clearer thinker and more optimal decision maker in all areas of your life.
Wednesday, May 17, 2023 / 10:30 AM - 11:00 AM PDT
Don Scheibenreif, Distinguished VP Analyst, Gartner
Gartner conducted its first-ever survey of executives to learn what makes best-in-class organizations work. In this presentation, we’ll share insights on executive compensation, organization structure, collaboration and decision making that go into creating a CX capability that will help sales leaders and organizations weather the next disruption.
Wednesday, May 17, 2023 / 10:30 AM - 12:00 PM PDT
Alice Walmesley, Director, Advisory, Gartner
Seller motivation is critical to commercial success. But with 89% of sellers burned out and 54% actively looking for a new job, we need to rethink how to keep sellers engaged and motivated through current and future disruptions. Join this interactive session to discuss with your peers how to reduce "drag" and ideate on strategies to overcome barriers for seller motivation.
Wednesday, May 17, 2023 / 12:00 PM - 12:20 PM PDT
Craig Riley, Sr Director Analyst, Gartner
This session will demonstrate the 2023 CSO leadership vision.
Wednesday, May 17, 2023 / 12:00 PM - 12:30 PM PDT
Rachael Buchler, Sr Director Analyst, Gartner
CSO's need to drive forward a modern GTM strategy that engages the wider commercial organization and has the customer at its core. This session will look at how leaders across the functions of Sales, Marketing, Customer Success and Customer Service and Support can collectively change the game of their customers' experience and unlock new revenue growth.
Wednesday, May 17, 2023 / 12:00 PM - 12:30 PM PDT
Robert Blaisdell, Sr Director Analyst, Gartner
The world of B2B sales has gone through rapid changes in recent years and continues to evolve. When customers prefer digital interactions and buyers want a rep-free experience, how can sellers avoid becoming extinct? We’ll shine a light on specific examples from progressive sales organizations that are acting now to optimize how human sellers will deliver value in the future.
Wednesday, May 17, 2023 / 02:45 PM - 03:15 PM PDT
Christopher Gamble, Sr Director Analyst, Gartner
At a time when talent is scarce and the seller role is getting more complex, sales organizations are neglecting vast pools of talent. CSOs are broadening their recruiting efforts to new talent pools and seeking to become a destination for the top sales talent of the future. They recognize – as our data shows – that diverse sales teams are more successful and that improved quality of hire is a benefit of acting on DEI commitments, not a trade-off. In this session, Gartner shares proprietary data around seller candidate preferences as well as trends shaping recruitment approaches in sales so CSOs can break away from the old, self-reinforcing seller profile to attract the seller of tomorrow, win the talent war and improve performance.
Wednesday, May 17, 2023 / 02:45 PM - 04:15 PM PDT
Dan Gottlieb, Sr Director Analyst, Gartner
Elizabeth Arndt, Director, Digital Sales, Siemens Digital Industries Software
This session demystifies the secret to go-to-market fusion through a conversation with Siemens digital sales leadership. Organizations should help buyers engage and transact digitally but leading the sales organization through the transformation is difficult. We'll hear Siemens talk through the big picture for their digital sales channel, how they designed it for customers and driving change through a go-to-market fusion team.
Wednesday, May 17, 2023 / 03:30 PM - 04:00 PM PDT
Nate McCullough, Director, Advisory, Gartner
As CSOs and Sales leaders look to drive growth in 2023 and beyond, they need to ensure that their indirect channel strategy aligns with the broader GTM strategy. Join this session to learn the 4 keys to driving growth in indirect channel programs and learn from an organization that has implemented a similar approach.
Tuesday, May 16, 2023 / 09:30 AM - 10:15 AM PDT
Robert Blaisdell, Sr Director Analyst, Gartner
Alice Walmesley, Director, Advisory, Gartner
Compounding disruption in the economic environment and evolving buying dynamics have left many sales organizations scrambling to adapt and meet revenue goals. Advances in artificial intelligence and sales analytics offer some clarity in an uncertain B2B sales world, but these solutions prompt sales leaders to ask: What should the human role look like in this new environment?
Learn which specific approaches, capabilities and investments must be prioritized to boost revenue growth, seller motivation and customer engagement in a constantly changing B2B landscape.
Tuesday, May 16, 2023 / 11:00 AM - 11:20 AM PDT
Shayne Jackson, Sr Director Analyst, Gartner
The sales training market is filled with vendors who all promise to cure what ails your organization. Many of them are very capable but driving long-term success is as much about which vendor you select as it is about what will happen in time that follows the training. This session will guide you through the sales training provider selection process to make sure you find a vendor that will build new, long-lasting seller skills that will change the trajectory of your revenue.
Tuesday, May 16, 2023 / 11:00 AM - 11:30 AM PDT
Nate McCullough, Director, Advisory, Gartner
Learn the difference between sales enablement and revenue enablement and how you can start making these progressive changes in your organization.
Tuesday, May 16, 2023 / 11:00 AM - 12:30 PM PDT
Rachael Buchler, Sr Director Analyst, Gartner
Billy Luckey, Director, Advisory, Gartner
By 2025, the majority of the global workforce demographic will consist of Gen Z and millennials. Coaching approaches of today must shift to accommodate the different needs of this workforce. This population not only want to be coached, they expect it. Learn a fast and flexible coaching model that centers on curious mindsets and stretches their knowledge with feedback dialogues at the core.
Tuesday, May 16, 2023 / 12:30 PM - 01:00 PM PDT
Daniel Hawkyard, Sr Principal, Advisory, Gartner
In today's age of complex buying consisting of 12+ members of the buying group with several switching during the buying process, relationships — the ones you have and don't have — matter more than ever. This session covers best practices and technologies that better identify, prioritize, map and link individual and organizational relationships to specific opportunities and initiatives.
Tuesday, May 16, 2023 / 12:30 PM - 01:15 PM PDT
Elizabeth Beard, Director Analyst, Gartner
Learn the fundamentals of sense making and ask your tough questions around assessments, implementation and adoption.
Tuesday, May 16, 2023 / 02:30 PM - 02:50 PM PDT
Don Scheibenreif, Distinguished VP Analyst, Gartner
From autonomous vehicles, to factory robots to washing machines, billions of machines will have the ability to be your customers. Will you be ready? Don Scheibenreif will talk about his upcoming Gartner book on machine customers — what they are, why they are important to your business and what you can do to prepare.
Tuesday, May 16, 2023 / 02:30 PM - 03:15 PM PDT
Elizabeth Beard, Director Analyst, Gartner
Learn about the different types of common sales methodologies in order to make a more educated decision on which methodology is right for your organization. Additionally we'll discuss how to best launch a sales methodology, whether that's through the use of a sales training service provider, do-it-yourself model, or a combination of both.
Tuesday, May 16, 2023 / 04:00 PM - 04:30 PM PDT
Michael Katz, Director, Research, Gartner
CSO's are focused on driving seller productivity and revenue growth. To accomplish this goal, CSO's task Enablement leaders with training sellers on playbooks, scripts, and adherence to processes. However, the push for prescription can lead to seller disengagement and decreased performance. In this session, we discuss how Sales Leaders can focus on seller empowerment initiatives to drive business outcomes.
Tuesday, May 16, 2023 / 05:15 PM - 06:00 PM PDT
Cassandra Worthy, Founder & CEO, Author & Consultant, Change Enthusiasm Global
This keynote distills down 15 years of Cassandra’s Corporate M&A experience into the critical skills that will empower leaders to create and sustain growth through change.
The audience will leave with:
• A new perspective on the soft skills required to effectively lead through change.
• A practical framework to quantify your strengths and areas of growth when addressing, working and leading through change.
• An instantly-applicable action plan that empowers them to improve critical leadership behaviors to effectively lead change movements.
Wednesday, May 17, 2023 / 09:00 AM - 09:45 AM PDT
Maria Konnikova, Author, Psychologist, Poker Champion & Journalist,
In this talk, Maria Konnikova combines her personal experience as a champion poker player with her original research into the psychology of human decision-making to explore how we can all learn to make better decisions in every aspect of our lives – from the negotiating table to our personal relationships. How can we think probabilistically, manage our emotions, evaluate risk, distinguish the noise of chance from the elements of control, learn when to go all in, and when to fold? Journey with Konnikova into some of the deepest crevices of the human mind, and emerge with a roadmap for how you can – immediately and practically – become a clearer thinker and more optimal decision maker in all areas of your life.
Wednesday, May 17, 2023 / 10:30 AM - 11:00 AM PDT
Elizabeth Beard, Director Analyst, Gartner
Learn how sellers can still be highly effective when there's a growing preference for a rep-free experience and omnichannel buying. In this session learn about how to determine what customers need throughout their buying journey, how to leverage marketing data to help sales, and how buyer enablement tools can help the customer feel confident in their purchase.
Wednesday, May 17, 2023 / 10:30 AM - 11:15 AM PDT
Bill Yetman, Sr Director Analyst, Gartner
Conventional curriculum building is guided by the authoring platform or LMS capabilities. But neither of these tools is optimized to leverage the andragogical advantages that exist in adult learning models. This breakout is focused on identifying how silo-specific training methodologies help in volatile economic climates; how to create cohort-led problem-solving challenges around mission-critical opportunities; and building curated learning paths based on skill-gap analysis.
Wednesday, May 17, 2023 / 12:00 PM - 12:30 PM PDT
Doug Bushée, VP Analyst, Gartner
Too often, sales leaders believe that digitally transforming the sales organization means buying technology to simplify business processes. But technology on its own frustrates sellers and can complicate the selling environment. In this session sales leaders will learn how to avoid three pitfalls during sales digital transformations which are the lack of a clear and compelling destination, using a top-down change management plan, and underinvesting in the people using the technology.
Wednesday, May 17, 2023 / 12:00 PM - 12:45 PM PDT
Shayne Jackson, Sr Director Analyst, Gartner
Are in-person sales kickoffs past their prime? Are virtual events just as good, or good enough considering the cost savings? What should be on a kickoff agenda? Join the interactive discussion about what works, what doesn't work (but it used to) and what innovations will make your next kickoff event even better.
Wednesday, May 17, 2023 / 02:45 PM - 03:15 PM PDT
Bill Yetman, Sr Director Analyst, Gartner
Learn about best practices for actioning information from sales and marketing about the buyer for seller use. This will go beyond the steps a buyer must take and talk about the tasks they must complete in order to feel confident in completing a purchase.
Wednesday, May 17, 2023 / 03:30 PM - 04:00 PM PDT
Shayne Jackson, Sr Director Analyst, Gartner
Today's sellers, not just Gen Z, can benefit from a different approach to onboarding. Learning styles have changed and if we haven't adapted our teaching methods appropriately, we're missing a huge opportunity to speed up the path to productivity. This session will present the best ways to revamp sales onboarding to better prepare new hires for their new roles and identify opportunities to streamline their onboarding process.
Tuesday, May 16, 2023 / 09:30 AM - 10:15 AM PDT
Robert Blaisdell, Sr Director Analyst, Gartner
Alice Walmesley, Director, Advisory, Gartner
Compounding disruption in the economic environment and evolving buying dynamics have left many sales organizations scrambling to adapt and meet revenue goals. Advances in artificial intelligence and sales analytics offer some clarity in an uncertain B2B sales world, but these solutions prompt sales leaders to ask: What should the human role look like in this new environment?
Learn which specific approaches, capabilities and investments must be prioritized to boost revenue growth, seller motivation and customer engagement in a constantly changing B2B landscape.
Tuesday, May 16, 2023 / 11:00 AM - 11:30 AM PDT
Tyler Huguley, Sr Director Analyst, Gartner
Technology, analytics, strategic planning, and agile/fusion teams are expanding the scope of sales operations. Sales operations leaders should join this session to learn how to develop a comprehensive strategy to attract, recruit and retain talent who are strategic, analytical and can engage the C-suite to satisfy these changes.
Tuesday, May 16, 2023 / 12:30 PM - 01:00 PM PDT
Dave Egloff, VP Analyst, Gartner
Sales operations leaders are under increased scrutiny, plus support more stakeholders than ever before. Sadly, some of those stakeholders are “challenging.” In a world where sales operations needs to build support and increase influence, this session will guide leaders to boost engagement and convert challengers to supporters.
Tuesday, May 16, 2023 / 02:30 PM - 03:00 PM PDT
Keith Jones, Sr Director Analyst, Gartner
In light of shifting landscapes and changing market conditions, it is important for sales organizations and sales operations to unlock the innate value of agile, and explore an inclusive means of collaborating with sellers to improve internal processes and workflows. This workshop will explore how the combination of agile, waterfall and blueprint design allows a sales operations team to move swiftly and accurately to address the needs of their sellers.
Tuesday, May 16, 2023 / 04:00 PM - 04:30 PM PDT
Shiela Rahimian, Director, Advisory, Gartner
72% of organizations cite pipeline generation as a critical priority, however building pipeline has become more challenging in today's commercial environment and requires sales organizations to be more strategic in their approach. CSOs struggle to generate a high volume of quality pipeline at scale due to 4 key element that are overlooked when building pipeline. This session will have you take a look under the hood of your pipeline machine to ensure you have the key elements needed to drive higher pipeline conversations and growth.
Tuesday, May 16, 2023 / 04:00 PM - 04:45 PM PDT
Steve Herz, Sr Director Analyst, Gartner
If you work in sales compensation, you may have missed the news that AI is changing the modern sales force. That's because, for all of the innovations AI is bringing to sales people today, it has yet to leave much impression on sales compensation. But that may change, and we're going to think about what's possible and what to do now to be ready. Three analysts present ideas about how sales compensation may change in the foreseeable future.
Tuesday, May 16, 2023 / 05:15 PM - 06:00 PM PDT
Cassandra Worthy, Founder & CEO, Author & Consultant, Change Enthusiasm Global
This keynote distills down 15 years of Cassandra’s Corporate M&A experience into the critical skills that will empower leaders to create and sustain growth through change.
The audience will leave with:
• A new perspective on the soft skills required to effectively lead through change.
• A practical framework to quantify your strengths and areas of growth when addressing, working and leading through change.
• An instantly-applicable action plan that empowers them to improve critical leadership behaviors to effectively lead change movements.
Wednesday, May 17, 2023 / 09:00 AM - 09:45 AM PDT
Maria Konnikova, Author, Psychologist, Poker Champion & Journalist,
In this talk, Maria Konnikova combines her personal experience as a champion poker player with her original research into the psychology of human decision-making to explore how we can all learn to make better decisions in every aspect of our lives – from the negotiating table to our personal relationships. How can we think probabilistically, manage our emotions, evaluate risk, distinguish the noise of chance from the elements of control, learn when to go all in, and when to fold? Journey with Konnikova into some of the deepest crevices of the human mind, and emerge with a roadmap for how you can – immediately and practically – become a clearer thinker and more optimal decision maker in all areas of your life.
Wednesday, May 17, 2023 / 10:30 AM - 11:00 AM PDT
Steve Rietberg, VP Analyst, Gartner
Typical seller productivity metrics tell a limited story. They allow managers to gauge performance using arbitrary targets, but they don’t reveal which success factors really drive individual performance. Join this session to learn how comparative performance metrics enable leaders to understand why top performers win.
Wednesday, May 17, 2023 / 12:00 PM - 12:30 PM PDT
Tyler Huguley, Sr Director Analyst, Gartner
Sellers are notoriously bad at forecasting, yet leadership continues to ask for forecasts every month. Some sellers even spend up to 4.5 hours a month working on their forecast. In the age of technology and analytics, forecasting is better predicted using models and simple trending. Its time for sales operations to step-up and relieve this burden from sellers.
Wednesday, May 17, 2023 / 02:45 PM - 03:15 PM PDT
Steve Herz, Sr Director Analyst, Gartner
Before taking on drag and drive, sales leaders must get sales compensation right first — no small task. Each year, companies burn large amounts of time and money that go into designing the details of their sales incentive. But once design ends, these companies undermine their efforts by distributing plan documents that are text-heavy, legalistic and rules-focused. This session will outline an entirely different approach to incentive communications.
Wednesday, May 17, 2023 / 02:45 PM - 03:30 PM PDT
Tyler Huguley, Sr Director Analyst, Gartner
Robert Lesser, Sr Director, Advisory, Gartner
Don't get lost in firmographic, demographic and other data classifications. Instead upgrade your methodology with internal and objective third-party data to build a sound methodology that will draw out key differences in your customers.
Wednesday, May 17, 2023 / 03:30 PM - 04:00 PM PDT
Sandhya Mahadevan, Sr Director Analyst, Gartner
CSOs know sellers must understand analytics to diagnose client needs and to more efficiently achieve revenue targets. However, what exactly should sellers focus on or not focus on. This session will guide CSOs in why focusing sellers on "insight understanding" is crucial and why data literacy should be pushed aside.
Tuesday, May 16, 2023 / 09:30 AM - 10:15 AM PDT
Robert Blaisdell, Sr Director Analyst, Gartner
Alice Walmesley, Director, Advisory, Gartner
Compounding disruption in the economic environment and evolving buying dynamics have left many sales organizations scrambling to adapt and meet revenue goals. Advances in artificial intelligence and sales analytics offer some clarity in an uncertain B2B sales world, but these solutions prompt sales leaders to ask: What should the human role look like in this new environment?
Learn which specific approaches, capabilities and investments must be prioritized to boost revenue growth, seller motivation and customer engagement in a constantly changing B2B landscape.
Tuesday, May 16, 2023 / 11:00 AM - 11:30 AM PDT
Dan Gottlieb, Sr Director Analyst, Gartner
This fast-paced, high-octane session explores nine breakthrough technologies for improving B2B buyer engagement, their use cases, and how to explore introducing them into your revenue tech stack: AI-sales email, virtual reality, visual configuration, demo automation, visual collaboration, conversation intelligence, content automation, collaborative work management, and digital sales rooms.
Tuesday, May 16, 2023 / 11:00 AM - 11:45 AM PDT
Sandhya Mahadevan, Sr Director Analyst, Gartner
Channel partners are an extension of your sales team but your PRM stack should not be identical to your CRM/RevTech stack. This session will highlight unique considerations and capabilities for designing a robust PRM stack that is cohesive with your RevTech stack.
Tuesday, May 16, 2023 / 12:30 PM - 01:00 PM PDT
Marty Resnick, VP Analyst, Gartner
Strategic technology trends have significant disruptive potential and set the stage for innovation over the next five years. Today's Chief Sales Officers (CSOs) must must examine the business impact of sustainable tech, adaptive AI, and superapps or risk the ability to meet and exceed their revenue goals. These are trends that sales leaders cannot afford to ignore as they deal with the uncertainty driven by global change.
Tuesday, May 16, 2023 / 02:30 PM - 03:00 PM PDT
Doug Bushée, VP Analyst, Gartner
From automatic data capture to email generation, AI can help sellers work faster, better, and smarter. In this session, you will see specific examples of how AI uses available data to accelerate sales cycle motion, automatically capture data, and offer real-time guidance to sellers.
Tuesday, May 16, 2023 / 02:30 PM - 04:00 PM PDT
Sandhya Mahadevan, Sr Director Analyst, Gartner
Daniel Hawkyard, Sr Principal, Advisory, Gartner
Are you investing a lot in technology but not seeing the desired outcome? Does your organization suffer from 'shiny object syndrome?' This workshop will help attendees inventory their current revenue technology investments; identify revenue technology gaps based on key performance indicators; and create an actionable change roadmap to take back to their organization. This session will be highly interactive and use digital resources for different exercises. To maximize the value of this workshop, attendee’s should come with a laptop/tablet that supports the use of Microsoft Excel.
Tuesday, May 16, 2023 / 04:00 PM - 04:30 PM PDT
Alyssa Cruz, Sr Principal Analyst, Gartner
In times of uncertainty, there can be increased pressure to tighten up your technology stack. To do so, sales leaders must understand how tech supports sellers in the customer buying journey, as well as how to measure the success of tools to understand where issues may exist.
Tuesday, May 16, 2023 / 05:15 PM - 06:00 PM PDT
Cassandra Worthy, Founder & CEO, Author & Consultant, Change Enthusiasm Global
This keynote distills down 15 years of Cassandra’s Corporate M&A experience into the critical skills that will empower leaders to create and sustain growth through change.
The audience will leave with:
• A new perspective on the soft skills required to effectively lead through change.
• A practical framework to quantify your strengths and areas of growth when addressing, working and leading through change.
• An instantly-applicable action plan that empowers them to improve critical leadership behaviors to effectively lead change movements.
Wednesday, May 17, 2023 / 09:00 AM - 09:45 AM PDT
Maria Konnikova, Author, Psychologist, Poker Champion & Journalist,
In this talk, Maria Konnikova combines her personal experience as a champion poker player with her original research into the psychology of human decision-making to explore how we can all learn to make better decisions in every aspect of our lives – from the negotiating table to our personal relationships. How can we think probabilistically, manage our emotions, evaluate risk, distinguish the noise of chance from the elements of control, learn when to go all in, and when to fold? Journey with Konnikova into some of the deepest crevices of the human mind, and emerge with a roadmap for how you can – immediately and practically – become a clearer thinker and more optimal decision maker in all areas of your life.
Wednesday, May 17, 2023 / 10:30 AM - 11:00 AM PDT
Dan Gottlieb, Sr Director Analyst, Gartner
"Generative AI" simply means that machines are getting good at creating practical and delightful things. B2B sales require humans to create original work — from emails to RFPs to visual presentations. The time to adapt is now, or struggle to compete later. This presentation looks at the role of generative AI in reinventing sales creative work and how to prepare for adoption.
Wednesday, May 17, 2023 / 10:30 AM - 11:15 AM PDT
Keith Jones, Sr Director Analyst, Gartner
Alyssa Cruz, Sr Principal Analyst, Gartner
Learning from others facing similar challenges can be the one of the quickest paths to finding new opportunities for growth. RevTech Group Therapy is an opportunity for sales and sales ops leaders to come together to share both horror stories and wins in Revenue Technology Adoption. Do you have a story to share where a particular tool didn't go as planned? Is there a tool in your tech stack that proved to be wildly successful? Come to the table and share those stories with other leaders and learning from others.
Wednesday, May 17, 2023 / 12:00 PM - 12:45 PM PDT
Greg Hessong, Sr Director, Advisory, Gartner
Keith Jones, Sr Director Analyst, Gartner
Leading the sales organization to design and adopt a technology strategy can be difficult. Bring your own questions to this session and ask a team of Gartner experts about the vexing challenges you face in leading a revenue technology strategy. We'll answer questions about various topics such as designing a roadmap, new technologies to optimize sales productivity, evaluating tradeoffs in resources/projects, etc.
Wednesday, May 17, 2023 / 02:45 PM - 03:15 PM PDT
Marty Resnick, VP Analyst, Gartner
This session will explore what the metaverse, specifically driven by digital humans and transformation by spatial computing, will mean to the future of sales and sales teams.
Wednesday, May 17, 2023 / 02:45 PM - 03:30 PM PDT
Alyssa Cruz, Sr Principal Analyst, Gartner
Adoption continues to be a challenge for sales leaders when it comes to revenue tech. Tools such as conversation intelligence require shifts in coaching strategy, seller behavior, etc. Leaders must address the shifts in order to realize and maximize value.
Wednesday, May 17, 2023 / 03:30 PM - 04:00 PM PDT
Greg Hessong, Sr Director, Advisory, Gartner
This breakout will cover the essential technologies sales managers need to unlock the full potential of their teams. We'll dig into 3 use cases: pipeline and forecast management, deal coaching and rep performance management. We'll also examine how AI is rapidly changing the way sales leaders perform their roles. Walk out of this breakout with ideas for improving your frontline management capabilities.