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

2023 daily highlights

Attendees gained access to the topics that mattered most to them and their organizations. Explore a collection of key insights coming out of the 2023 conference. The 2024 conference agenda will be coming soon.

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

Speakers:  Alice Walmesley, Director, Advisory

                   Robert Blaisdell, Senior Director Analyst

Key take-aways

  • The pace of change is accelerating, putting revenue goals at risk and leading to buyer dysfunction. The normal approach to deal with dysfunction relies on sellers, CSOs' most flexible but expensive assets. Yet the talent rollercoaster of the last three years is making them less reliable.

  • Sales is at a turning point. Technologies such as generative AI, emotion AI and digital humans are revolutionizing the seller role and helping unlock the full potential of sellers.

  • Together with technology, humans can deliver value affirmation to buyers, or interactions that make them confident in their purchase decision, through the unique attributes they bring to the table such as empathy hacking and active listening.

Featured session: Using the Power of AI to Boost Sales Productivity

Speaker: Doug Bushée, VP Analyst

Key take-aways

  • By 2025, 75% of B2B sales organizations will augment traditional sales playbooks with AI-guided selling solutions.

  • AI is already improving enablement efforts in three key areas:

        - Productivity: Tools such as conversational AI and automatic data capture are freeing up time for sellers to focus on more complex, high-impact tasks.

        - Quality: Tools offering real-time guidance and personalized recommendations are improving the quality of sellers’ results.

        - Insights: AI provides sales teams with valuable customer insights to assist with forecasting and lead scoring.

  • While AI offers a significant opportunity for sales leaders, they must ensure that guardrails are in place to ensure humans are involved in what AI creates and what clients see.

Featured Session: Creating a Digitally Immersive Selling Experience

Speakers:  Elizabeth Beard, Director Analyst

Key take-aways

  • Gartner research has found that 75% of buyers now prefer a rep-free experience. But that could be because they’re not getting the right kind of digital experience.
  • B2B buyers who encountered consistent information from the supplier website and sales reps were more likely to complete a high-quality deal. 
  • Sales leaders should maximize opportunities by:

    • Using website tracking and seller action plans to be digitally immersed with the customer and fully aligned with their needs. 

    • Unifying sales and marketing efforts in a digital sales room to close deals faster and more effectively.

    • Improving commercial potential by embracing revenue enablement technology.


Featured Session: Building a Diverse Sales Team in a Challenging Labor Market

Speaker:  Christopher Gamble, Senior Director Analyst

Key take-aways

  • Diverse sales teams are more successful: When measured against outcomes like team collaboration, intent to stay and discretionary effort, an organization that is both diverse and inclusive will perform better in each of these dimensions.
  • 82% of sales leaders expect a more diverse sales force to produce accelerated commercial results.
  • Sales leaders who want to attract and retain diverse sales talent need to follow the three Rs:
    • Realign candidate profiles on skills and behaviors: Align competencies to actual work, audit job descriptions and recruit from non-traditional sources. 
    • Refocus diverse talent attraction and retention: Promote visible diversity in leadership, eliminate negative perceptions and create consequential accountability.
    • Resolve compensation disparity and bias: Conduct pay equity audits, implement objective compensation policies and influence CEO, CFO and board of directors.

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