Agenda

Gain new insights into sales strategy, sales enablement, operations and more from experts at Gartner CSO & Sales Leader Conference 2023 in Las Vegas, NV.

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Agenda / Track

Tuesday, May 16, 2023 / 09:30 AM - 10:15 AM PDT

Gartner Opening Keynote: Prioritizing the Human Touch: Connecting the Buyer, Seller and Sales Leader of The Future

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

Creating a Vision for Sales That Inspires Change

Robert Lesser, Director, Advisory, Gartner

CSOs must lead change in their sales organizations by communicating a strategic vision that persuades sellers of the need to change. In this session, CSOs will learn how leaders of high-performance sales organizations set the vision and communicate the change story.

Tuesday, May 16, 2023 / 12:30 PM - 01:00 PM PDT

Increase Buyer Engagement and Pipeline Using Situational Awareness

Greg Hessong, Sr Director, Advisory, Gartner

Buyers have grown increasingly resistant to sales prospecting efforts. As a result, sellers have struggled to build pipeline as time with buyers has declined. Making things worse, buying teams have grown larger and are comprised of individuals who are rarely aligned. This requires more sophisticated engagement strategies that leverage all available insights from a range of internal and external sources to increase buyer engagement.

Tuesday, May 16, 2023 / 12:30 PM - 01:15 PM PDT

Ask the Expert: Key Account to Key Customer: Retaining & Growing Your Most Important Asset

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.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Tuesday, May 16, 2023 / 02:30 PM - 03:00 PM PDT

From No to Yes. Getting CFOs to Green Light Your Proposals in a Recession

Christopher Gamble, Sr Director Analyst, Gartner

Maria Boulden, VP, Executive Partner, Gartner

Here is an outline of the topics I've covered in this space:
1. How the role of CFO in evolving
2. Goal: profitable growth - proposals need to hit both
3. How CFOs are compensated
4. ROI: the 24/7 CFO mindset
5. Finding the “spend anything” initiatives
6. Equip CFOs with the story they need to tell to board and CEO
7. How CFOs mindset changes across business cycle
8. Using the first no to get feedback

Tuesday, May 16, 2023 / 02:30 PM - 03:15 PM PDT

Roundtable: Executive Coaching: Develop Your Next-Generation Leadership Skills

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?
1. Individuals will complete a self-assessment against a Next-Generation sales leadership competency framework
2. Group discussions on sharing key areas requiring further development / areas of increasing focus in their roles today.
3. What key development actions can be taken, what support is required to deliver and what will success look like?
4. Recommended resources & pledge an actionable next step.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Tuesday, May 16, 2023 / 04:00 PM - 04:30 PM PDT

Motivating Sellers in Uncertain Times

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 / 04:00 PM - 04:30 PM PDT

Design Compelling Coverage Models for Go-To-Market Success

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 / 04:00 PM - 04:45 PM PDT

Roundtable: If You Build It, They Will Come: Commercial Coalition Around A Single Source Of Data Truth

Billy Luckey, Director, Advisory, Gartner

Jennifer MacIntosh, Sr Director Analyst, Gartner

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.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Tuesday, May 16, 2023 / 05:15 PM - 06:00 PM PDT

Guest Keynote

More Information coming soon!

Wednesday, May 17, 2023 / 09:00 AM - 09:45 AM PDT

Guest Keynote

More Information coming soon!

Wednesday, May 17, 2023 / 10:30 AM - 11:00 AM PDT

Five Essentials of CX Organizations That Outperform Revenue Targets

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 - 11:15 AM PDT

An Untold Story of Change: Leading Your Sales Organization Through Momentous Change

Robert Lesser, Director, Advisory, Gartner

Learn how Robert Half International persuaded a highly successful and well-tenured sales team to pivot to a new sales model.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Wednesday, May 17, 2023 / 10:30 AM - 12:00 PM PDT

Workshop: Improve Seller Motivation by Reducing Drag

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.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Wednesday, May 17, 2023 / 12:00 PM - 12:20 PM PDT

Theater: 2023 CSO Leadership Vision

Craig Riley, Director Analyst, Gartner

This session will demonstrate the 2023 CSO leadership vision.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Wednesday, May 17, 2023 / 12:00 PM - 12:30 PM PDT

Rev Up Your Revenue With the Go-to-Market Commercial Coalition

Rachael Buchler, Sr Director Analyst, Gartner

CSOs 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, Service and Product development 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

Evolution or Extinction — The Seller of the Future

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 / 02:00 PM - 02:30 PM PDT

How to Attract and Retain Diverse Sales Talent in a Challenging Labor Market

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 / 02:00 PM - 03:30 PM PDT

Workshop: Go-to-Market Fusion: A Breakdown of Siemens' Transformation to Digital Sales

Dan Gottlieb, Sr Director Analyst, Gartner

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 to execute. We'll hear how Siemens connected disparate sales channels and strategic operating principles; how decisions are made; and their four pillars of execution: vision, collaboration, operational excellence and technology.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Wednesday, May 17, 2023 / 03:30 PM - 04:00 PM PDT

Enhance Your Indirect Partner Program Using Matrixed Segmentation

Nate McCullough, Director, Advisory, Gartner

Traditional indirect channel partner programs are frequently built on a foundation of a “good, better, best” mindset. This approach often leads to a lack of clarity to which partners should be prioritized for investment. In this session, we will explore a matrixed partner approach designed to segment partners and appropriately allocate resources to maximize performance and potential of indirect partner relationships.

Wednesday, May 17, 2023 / 04:45 PM - 05:30 PM PDT

Guest Keynote

More Information coming soon!

Tuesday, May 16, 2023 / 09:30 AM - 10:15 AM PDT

Gartner Opening Keynote: Prioritizing the Human Touch: Connecting the Buyer, Seller and Sales Leader of The Future

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

Theater: Be Choosy in Selecting a Sales Training Provider, But Be Sure to Prioritize Three Things

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.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Tuesday, May 16, 2023 / 11:00 AM - 11:30 AM PDT

Making the Shift From Sales Enablement to Revenue Enablement

Nate McCullough, Director, Advisory, Gartner

Learn the difference between sales enablement and revenue enablement and how you can start making these progressive change in your organization.

Tuesday, May 16, 2023 / 11:00 AM - 12:30 PM PDT

Workshop: Move Your Coaching Compass Towards the Next Generation Workforce to Deliver on Talent.

Rachael Buchler, Sr Director Analyst, 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.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Tuesday, May 16, 2023 / 12:30 PM - 01:00 PM PDT

Relationships Matter More Than Ever

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

Ask the Expert: How Can I Make Sense Out of Sense Making?

Elizabeth Beard, Director Analyst, Gartner

Learn the fundamentals of sense making and ask your tough questions around assessments, implementation and adoption.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Tuesday, May 16, 2023 / 02:30 PM - 03:00 PM PDT

Empowering Sellers to Adapt to an Environment of Unrelenting Change

Michael Katz, Director, Research, Gartner

The B2B sales environment is ever-changing and requires sellers to adapt to increasingly unique situations. However, CSOs’ attempts to build an adaptable salesforce are thwarted by seller burnout and unsustainable attrition. Seller empowerment, centering on 3 principles, is the antidote to seller demotivation and enables the adaptability required to navigate continued disruption.

Tuesday, May 16, 2023 / 02:30 PM - 03:15 PM PDT

Ask the Expert: How to Choose and Successfully Launch a Sales Methodology

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.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Tuesday, May 16, 2023 / 02:45 PM - 03:05 PM PDT

When Machines Become Customers

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.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Tuesday, May 16, 2023 / 05:15 PM - 06:00 PM PDT

Guest Keynote

More Information coming soon!

Wednesday, May 17, 2023 / 09:00 AM - 09:45 AM PDT

Guest Keynote

More Information coming soon!

Wednesday, May 17, 2023 / 10:30 AM - 11:00 AM PDT

Creating a Digitally Immersive Selling Experience

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

Ask the Expert: Leveraging Adult Learning Styles to Elevate Training Effectiveness

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.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Wednesday, May 17, 2023 / 12:00 PM - 12:30 PM PDT

Digitally Transforming Your Sales Organization

Doug Bushée, VP Analyst, Gartner

Too often, sales leaders believe that digitally transforming the sales organization simply means buying technology to simplify business processes. But technology on its own frustrates sellers and can complicate the selling environment. In addition to taking a disciplined approach to technology purchases, sales leaders need to develop more digitally dexterous and data-literate talent, and implement new sales motion that supports a more asynchronous and digital buying process.

Wednesday, May 17, 2023 / 12:00 PM - 12:45 PM PDT

Roundtable: What to Do About Sales Kickoffs

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.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Wednesday, May 17, 2023 / 02:00 PM - 02:30 PM PDT

What Is the Difference Between a Buying Journey and a Buying Job; and Why Should I Care?

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

How Can You Safely Cut Corners With Onboarding While Improving New Hire Quality?

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.

Wednesday, May 17, 2023 / 04:45 PM - 05:30 PM PDT

Guest Keynote

More Information coming soon!

Tuesday, May 16, 2023 / 09:30 AM - 10:15 AM PDT

Gartner Opening Keynote: Prioritizing the Human Touch: Connecting the Buyer, Seller and Sales Leader of The Future

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

Future Proofing Sales Operations

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

Don't Pass On Predictive Analytics: A Guide To Owning The Game

Simon Escobar, Director, Advisory, Gartner

Forecasting in a world driven by volatility is every organization's rollercoaster ride. Yet, it is the new reality and sales leaders must proactively build a process that adapts to uncertainty. This session will focus on educating sales leaders on how to build a predictive analytics framework from a technical and cross-functional business partnership point of view.

Tuesday, May 16, 2023 / 02:30 PM - 03:00 PM PDT

It's Time to Productize Sales Ops - Embracing the Right Methodologies to Improve Adoption

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

Look Under the Hood: 4 Levers to Developing High Quality Pipeline

Shiela Rahimian, Director, Advisory, Gartner

72% of organizations cite pipeline generation as a critical priority in 2022. CSOs struggle to generate repeatable high quality pipeline at scale. There are four key elements of generating pipeline that is overlooked. This session will have you take a look under the hood of your pipeline generation machine to ensure you have fine tuned your process, definitions and handoffs.

Tuesday, May 16, 2023 / 04:00 PM - 04:45 PM PDT

Ask the Expert: Artificial Intelligence & Future of Sales Compensation: The Possibilities to Be Prepared

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.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Tuesday, May 16, 2023 / 05:15 PM - 06:00 PM PDT

Guest Keynote

More Information coming soon!

Wednesday, May 17, 2023 / 09:00 AM - 09:45 AM PDT

Guest Keynote

More Information coming soon!

Wednesday, May 17, 2023 / 10:30 AM - 11:00 AM PDT

Stop Guessing at Seller Performance Metrics

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

Stop Wasting Sellers' Time on Forecasting

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 / 02:00 PM - 02:30 PM PDT

The Soul-Crushing Motivational Drag of Your Lackluster Sales Compensation Documentation

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 as 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 / 02:00 PM - 02:45 PM PDT

Ask the Expert: Next Level Segmentation & Tiering

Tyler Huguley, Sr Director Analyst, 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.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Wednesday, May 17, 2023 / 03:30 PM - 04:00 PM PDT

Forget Data Literacy, Focus Sellers on Insight Understanding

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.

Wednesday, May 17, 2023 / 04:45 PM - 05:30 PM PDT

Guest Keynote

More Information coming soon!

Tuesday, May 16, 2023 / 09:30 AM - 10:15 AM PDT

Gartner Opening Keynote: Prioritizing the Human Touch: Connecting the Buyer, Seller and Sales Leader of The Future

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

9 Cool Technologies to Improve B2B Buyer Engagement

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

Ask the Expert: Addressing Adoption Best Practices

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.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Tuesday, May 16, 2023 / 11:00 AM - 11:45 AM PDT

Ask the Expert: How to Design a PRM Stack to Power Up Your Channel Partners

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.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Tuesday, May 16, 2023 / 12:30 PM - 01:00 PM PDT

3 Strategic Technology Trends for CSOs to Watch

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

Using the Power of AI to Better Enable Your Organization

Doug Bushée, VP Analyst, Gartner

From adaptive training to guided selling, AI can elevate the quality of client interactions and revenue team competencies. In this session, you will see specific examples of how AI uses available data to: Deliver personalized training recommendations, offer an adaptive learning experience, and provide content creators with content insights and guide revenue teams with next-step recommendations.

Tuesday, May 16, 2023 / 02:30 PM - 04:00 PM PDT

Workshop: RevTech Readiness: How to Identify and Mitigate Barriers to Successful Implementation

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 oragnization.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Tuesday, May 16, 2023 / 04:00 PM - 04:30 PM PDT

Rationalize Your Tech Stack Against the Buying Journey

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

Guest Keynote

More Information coming soon!

Wednesday, May 17, 2023 / 09:00 AM - 09:45 AM PDT

Guest Keynote

More Information coming soon!

Wednesday, May 17, 2023 / 10:30 AM - 11:00 AM PDT

Generative AI: A New Kind of Sales Creative

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 / 12:00 PM - 12:45 PM PDT

Roundtable: RevTech Group Therapy - Share Your Horror Stories and Celebrate Your Wins With Revenue Technology Adoption

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.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Wednesday, May 17, 2023 / 02:00 PM - 02:30 PM PDT

Maverick Research: The Future of Sales in a World Transformed by the Metaverse and Digital Humans

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 / 02:00 PM - 02:45 PM PDT

Ask the Expert: Revenue Technology Vision & Stack Design

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.

Please Note: Based on availability and eligibility you may sign-up for the session via Conference Navigator after you register for this conference.

Wednesday, May 17, 2023 / 03:30 PM - 04:00 PM PDT

The Sales Manager's Tech Stack: The Secret Sauce for Improving Sales Performance

Greg Hessong, Sr Director, Advisory, Gartner

This breakout will cover the technologies sales leaders at different levels of the organization need to do their jobs. We'll dig into use cases like pipeline and forecast management, leading sales culture, and developing talent. We'll also examine how AI is rapidly changing the way sales leaders can perform their roles. Walk out of this breakout with ideas for improving your management capabilities.

Wednesday, May 17, 2023 / 04:45 PM - 05:30 PM PDT

Guest Keynote

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