Sales organizations invest heavily in sales systems and analytics platforms to drive sales productivity. But many sales analytics programs struggle to answer the questions that sales leaders and sales managers regard as most crucial to their teams’ success. Join this facilitated discussion with your peers to share and learn strategies for selecting metrics that align with sales strategies, and driving action prescribed by resulting analytics down to the seller level.
Organizations invest in sales performance management tools expecting a significant return on their investment including increase in profit or revenue, not just cost savings and automation. But many organizations fail to see how technology, process and people along with change management are required to see significant improvements. Join us for an interactive discussion with two Gartner analysts spanning topics from sales tools and technology to strategy and change management.
Are you either considering or are in the early stages of building a dedicated sales enablement function? While the sales enablement function’s role and design vary from one company to the next, the goal remains the same: Making sellers more effective and efficient. Join this discussion with a Gartner analyst to explore tactics for designing a sales enablement function including prioritizing resource investments to demonstrate early wins and defining the range of potential enablement responsibilities.
The environments in which customers purchase from suppliers are accelerating in their complexity. More information, more choice and more people involved in the purchase have compounded what is already a complex task for the individuals who are on the front lines of buying. The result: an erosion of buyers' confidence in their own decision making. This critical session will reveal our research into how the best sales executives are helping build the confidence that is crucial for complex purchases.
Every day we are hit with a barrage of economic news that sometimes seems relentlessly negative. To be sure we need to guard against business cycle gyrations, but how do we cut through the clutter of the headlines and focus on what we really need to know about the outlook? In this engaging presentation, economist and author Linda Nazareth talks about the short term economic forecast for the U.S., putting things in terms of scenarios and focusing on the risks and opportunities for those in the front lines of it. Switching gears, she then looks further out in terms of demographics and trends so you can best position yourself and your team for the longer term. Whether we are talking about financial markets today or talent wars tomorrow, making sense of the bigger picture will keep you ahead of the curve and give you an edge for the future.
What separates certain professionals from the rest of the pack? Is it skill or knowledge? Expertise or seniority? Or is it simply charisma? Turns out, it’s none of the above. In her decade of research inside hundreds of companies, Sally Hogshead discovered a new trend. High-performers communicate differently and the most valued professionals consciously decide to over-deliver in select ways. As a result, they become difficult to replace, because they emphasize their natural traits. They earn advocates in the workplace and customer base, and become irreplaceable. In the case of entrepreneurs, they remain in demand even after raising fees and prices. Just as the most successful brands differentiate themselves, so do the most successful people. According to the Carnegie Institute of Technology, 85% of financial success is due to your personality, ability to communicate, negotiate, and lead. Shockingly, only 15% is due to technical knowledge. Increased competition and decreased attention spans make it harder than ever to stand out and win. It’s not enough to be the best, if nobody knows you’re there. But when you apply your most authentic and naturally fascinating traits, the world sees you at your best and you're recognized for your accomplishments.
In this session professor of psychology and behavioral economist Dan Ariely illustrates ways in which humans are predictably irrational and how we can change behaviors. He will address this topic from two different views, first from the perspective of designing the environment to drive change and second from the perspective of changing peoples’ minds more directly. He will demonstrate the value of this general approach using one example from the world of financial savings and one example from the world of health behaviors. We’ll discover other important inputs to decisions, namely the value of showing effort and the value of social norms. Ariely, one of the world’s most recognized leaders on this topic is known for providing insight and ideas that is clear, relatable and practical.
Sales leaders face unprecedented changes in customer expectations, technology and the talent needed to drive results. We'll arm you with key takeaways from the conference and set you up to drive action in your organization.
Please join us poolside for a casual evening of networking, fun, and delicious fare at Boulevard Pool at The Cosmopolitan. Take in the luxury pool-side experience with your peers, claim a cabana to relax in style, or simply enjoy the fresh air. With something for everyone, this can’t-miss event won’t disappoint.
*Open to all attendees with full conference passes. Attendees must wear their Gartner event badge and have a photo ID to access the special event.
Frontline sales managers have a significant impact on your business performance — a strong, focused sales management bench will drive quota attainment, reduce turnover and improve seller engagement. Join this facilitated discussion with your peers to share and learn tactics for screening sales talent for managerial skills and preparing a bench of frontline sales leaders of the future.
Sales leaders understand that perfect sales compensation plans do not exist, and that often prevents them from expecting excellence from their compensation design teams. How can sales leaders judge the quality of their sales incentives when the trade-offs inherent to incentives design are often not obvious in the final plan? Join this roundtable session to share and learn tactics for assessing the quality and effectiveness of compensation plans, given that sales leaders are not privy to all the critical trade-off decisions taken by the design team.
Only 28% of sales leaders state that their account management channels regularly meet their cross-selling and account growth targets. Unfortunately, the playbook that most organizations use today to renew business and maintain accounts is falling short. Join us for a discussion on how to structure your accounts teams to deliver customer improvement and drive growth.
The number of sellers who are highly engaged and plan to stay in their current job keeps declining. At the same time, sales managers are finding that it is taking longer to fill open sales positions, leading to uncovered territories and lost revenue. We’ll discuss why sellers are quitting today, what they’re looking for in a new job and how sales leaders can craft the right strategy to attract and keep top sales talent in a highly competitive job market.
Today's B2B customers prefer to self-serve, relying on independently sourced information over engaging with sellers to make a purchase decision. But few sales organizations have adequately updated their capabilities and operations to keep up with this new buying reality. Join this facilitated discussion to explore challenges and opportunities presented by the evolving digital landscape in enabling B2B buying.
Whether the root cause is increasingly challenging customer dynamics, a growing product portfolio, or increasing internal touchpoints, there is a little doubt that life as a core sales professional has only been getting harder in recent years. In fact, reduced seller effectiveness due to increasing job scope and responsibilities is emerging as one of the primary obstacles sales leaders must overcome to unlock improved seller performance and growth.
Join this facilitated session to discuss the most common drivers of seller burden and exchange new approaches with peers — from quick wins to more permanent fixes — that may hold the key for your organization.
Sales leaders understand the importance of exerting control over the buying process to achieve predictable revenue. But influence and control can elude even the best sales teams in a world in which buying groups rely on third parties for validation and sales teams struggle to control even their own buying process. This roundtable will provide a forum for CSOs to share ideas and challenges in taking control of the purchase process in a highly variable and complex buying environment.
In a recent Gartner survey, 32% of respondents said that organizational politics was their biggest obstacle to the success of their CRM program. This session will examine:
● The political and cultural barriers faced, including: executive leadership, program ownership, and process change
● The necessary components of CRM governance that address these barriers
● Practical solutions for overcoming the barriers that you are facing
Commercial insights are critical to move deals today — but are hard to develop. A strong sales and marketing partnership is essential to both create commercial insights that help customers advance through a purchase, and ensure that these insights are used consistently and effectively across the organization. Join this roundtable to discuss ways in which sales and marketing leaders are coming together to find new sources of insights — and are effectively communicating them to buying groups.
The changing nature of today’s buying and selling environment is forcing companies to rethink their sales strategy in significant ways. More companies are turning to Inside Sales to help meet ever-more demanding objectives to reduce the cost of sales, expand sales coverage, and increase sales productivity. As a result, companies are looking for new ways to optimize their inside sales functions and attract talent that has the skills to meet these goals. Join this facilitated discussion with your peers to share and learn strategies on deploying, structuring and hiring inside sales teams.
Our latest research shows today’s buyers are overwhelmed with high-quality information and that sales reps who win in this environment adopt a "sense-making" approach. That is, they connect customers to relevant resources, clarify information complexity and collaborate in customer learning. Many organizations that are on a Challenger journey are looking to incorporate sense making into their journey. Join this facilitated session to discuss how your peers on a challenger journey are thinking about and applying sense making into their sales transformations.
Sales leaders know CRM has maxed out its value-adding potential. It presents historical data but can’t help reps look forward & prioritize how to achieve quota. Join our expert panel from Caesars Entertainment, Groupon, and other leading brands to hear how they have gone beyond CRM. Learn how they discover, prioritize, and engage today’s sophisticated buyers by focusing on revenue acceleration.
Why do cash compensation plans keep changing but sales results stay the same? What role does inspiration play in sales performance and how do incentives beyond cash compensation produce the kinds of results only a truly inspired team can deliver? Hear sales leaders from GE Healthcare, MillerCoors and Motorola Solutions share how they use non-cash rewards to increase performance and exceed goals.
Are you guiding your sales team based on perception or reality?
We analyzed 10 million+ sales calls and uncovered a massive gap between what sales professionals believe vs. what they're actually doing.
-5 sales ‘best practices” that are actually critical mistakes
-Why these misconceptions can derail your success
-Tips and insights on how to course-correct and drive revenue success
Given the complexity of the ever-evolving sales world, how can you ensure your sellers successfully hit their numbers? Hear how Blackbaud's data-driven approach relies on buyer interaction insights to improve their sales cycle and create a smarter sales engine.
There’s no recovery from a bad first impression both in dating and sales. Your reps need to sell better and smarter from the onset to ensure customer’s expectations are met.
Are you equipping your salespeople to bring value to every engagement, or are you still doing things the way you did 10 years ago?
Hear how best-in-class companies ensure reps have great first dates!
Analysts estimate 70-80% of company revenue comes from existing customers. But most companies don’t differentiate their sales and marketing messages for key expansion opportunities like renewals, price increases, upsells, or service failure recoveries.
Tim Riesterer, CRO of Corporate Visions will share new research and proven strategies to win more revenue across the entire customer lifecycle.
How do you design a sales organization that will keep up with the future of sales? Learn how Salesforce has transformed their sales teams and empowered them to drive growth by leveraging the Salesforce platform. Join Denise Dresser, Executive Vice President of Sales at Salesforce as she walks through how she helps her teams sell smarter, close larger deals and drive better outcomes. You'll also hear from Kevin Reilly, Head of Global Sales and Development at 3M on how he's helping future-proof his sales teams.
See how insight-driven selling is transforming Microsoft’s sales organization, empowering sellers, and driving relentless customer obsession. Learn to make the most of the data and enable sellers to focus on relationship-building to win deals faster. Understand how leaders and sales operations professionals can identify top seller behaviors, coach teams effectively, and replicate success.
Agile is a buzzword across industries and research shows top performers are naturally agile. In fact, organizations that embrace agile see, on average, a 22% increased win rate. However, agile seems complex and it is difficult to know where to start. Learn: Florida State University Sales Institute research findings The types of insight your company needs The factors that determine agile success
Alignment between Sales and Marketing is the cornerstone to delivering the best buyer experience and impacting revenue. In this session, learn the six strategies for successfully building a strong, long-lasting relationship between Sales and Marketing that will drive results -- and leave with a better understanding of next steps for ensuring these two critical groups are focused on the same goals.
All too often enablement solutions are regarded as bandages for perceived seller pain points. Most organizations treat the symptoms with additional technology, systems or support, without investigating the actual cause of the sellers’ struggle. In this session, you will learn how to successfully employ a process to ensure that business partners and sales enablement leaders identify seller needs and diagnose business problems prior to investing in any solutions.
Organizational transformation initiatives create immense change among sales teams. In fact, two out of every three major corporate changes produce sub-par results because of reduced employee performance in all areas. Join this session to discover proven strategies to lead your sales team to success in an environment of change and transformation.
The amount of high-quality information available to customers far exceeds their capacity to consume it, making it harder for them to buy and resulting in commercial penalties for suppliers. This session explores how sales leaders must ensure their organizations adopt a Sense Making approach to succeed today, optimizing their sales strategy to increase customer confidence in information and lowering skepticism of sellers and their claims.
Frontline managers are uniquely positioned to make a direct impact on the performance of their sellers. Unfortunately, many organizations fail to capitalize on managers' full potential because they don't provide them the data they need to accurately track performance or train them on how to communicate it in a way that changes seller behaviors. Learn how sales organizations can arm managers with high-quality data and strategies for communicating with the sales force.
Throwing money and technology at your sales processes alone does not improve sales execution. Gartner research finds that the average company spends an estimated $1M USD per year on their sales technology program, but 38% of companies fail to achieve revenue growth from that spend. Join this session to learn how to build a roadmap that aligns your technology plans with your business objectives.
Whether attempting to reduce sales expense to prepare for an economic slowdown, or prudently managing expenses to improve profit margin, tiering customer segments is critically important. Learn how sales organizations can use a balanced approach, including cost of sales, to meet goals sustainably.
Customers are overwhelmed with the amount of high-quality information available to help them make purchase decisions. To help customers navigate the noisy informational landscape, winning sellers adopt a "sense-making" approach that builds customers’ confidence in information and help sellers close high quality deals. In this session, we will explore tools and frameworks to help you implement sense making at your organization.
AI technologies are providing deep insights into long-winded B2B sales processes and can support the automation of business process steps. Together, they promise significant impact on revenue growth. This session looks into current AI technologies and the potential impact on sales you need to know about.
Disruptive technologies, changing customer dynamics and rapidly-shifting economic conditions are challenging heads of sales to rethink their functional priorities and investments. In this session, you will learn about the top priorities CSOs are focused on going into 2020, and frameworks for developing and communicating sales priorities to the C-suite and the broader sales force.
The best sales organizations win high-quality deals by helping customers complete critical buying tasks. In this session, learn how progressive organizations build "buyer enablement" content that not only helps customers complete critical buying tasks but also reduce the complexity of the seller job. Specifically we will examine the building blocks of effective buyer enablement content and provide actionable examples of such content.
Sales operations can no longer claim to be “world-class” simply by partnering consultatively with sales leadership. Increased selling complexity and rapid changes in technology have opened up new opportunities for sales operations to create competitive advantage for the sales organization. Join this session to understand how these changes have thrust the sales operations function into a position to help shape sales strategy, and how sales leaders can make the most of this emerging opportunity.
Sales enablement plays a critical role in driving seller productivity and effectiveness. However, delivering on sales enablement promise increasingly requires close collaboration with Marketing, L&D and Product teams. Join this session to learn how you can align sales enablement with other functions to deliver consistent sales enablement content and training support to your sellers.
Changing B2B buying dynamics are forcing sellers to fundamentally change their selling approach. Consequently, sales managers must adapt their coaching and support to help sellers respond to greater complexity and variability in sales. Join this session to learn the competencies of effective front-line sales managers and strategies for developing the frontline sales management force of the future.
Technology has transformed how sales is on boarded, trained and coached. This session will explore pro tips and mistakes with technology investments, where we are today with technology and where the future lies. We'll look at how technology advancements will help your organization perform at a higher level.
Business pressures are forcing more and more companies to embrace continuous change. This is impacting how many technology purchases they consider on an ongoing basis--and how they make decisions. This session will help sales leaders understand changing buying dynamics and how to help customers build confidence and consensus to drive decisions and success for any complex sale.
It’s not easy helping sellers keep up with changes in the buying landscape. Sales training programs today have to not only deliver more complex training content efficiently, but also innovate to please a new digital workforce. At the same time, they need to fit into sellers’ workflows, not burden them. Join us to get the recipe for building a “low-effort” sales training program that makes learning efficient.
The increasing scope of sellers’ responsibilities is overburdening sellers, making internal organizational complexity a key cause of stalled or lost deals. Sales organizations’ efforts to alleviate the problem — while well-intentioned — are only making it worse. This session explores how to simplify the seller experience and increase the overall productivity of the sales force.
This session will explore real-world examples of sales enablement approaches and applications of technology that have produced double digit results. What techniques and technologies were used? How did they measure effectiveness? Gain inspiration and ideas from these sales enablement case studies of companies who have experienced success and demonstrated results.
Increased customer preparedness and decreased customer access have introduced high variability in the selling environment requiring sellers to swiftly adapt and respond to deal roadblocks. But what happens when an organization’s sales climate makes this challenging for even the best sellers? In this session, learn how to create a sales climate that enables, not hinders seller performance.
Gartner’s Hype Cycle will help sales leaders assess the relative maturity and business impact of sales technologies. Key drivers of technological developments on this Hype Cycle are improvements and innovations in the user experience, platforms, integration, mobile usage, and predictive/prescriptive and ML analytic insights. Sales organizations should evaluate and use these technologies to gain competitive advantage.
The average buying group now has 11 people, making it difficult for customer stakeholders to reach consensus on a purchase. Faced with increased consensus requirements, sellers struggle with price-driven conversations, extended sales cycle time and more stalled deals. Learn how sellers succeed in the consensus-driven world by effectively identifying and managing Talker, Blocker and Mobilizer stakeholders.
As the number and diversity of customer stakeholders increases, so does the inherent conflict within the group and difficulty of driving consensus. This workshop will equip you with a better understanding of the barriers that prevent sellers from driving consensus among diverse customer stakeholders and tools your sellers can use to mitigate and address these barriers.
One of the most important elements to a seller’s ability to challenge is the quality of insight they are able to bring to the customer conversation. However, insight creation isn’t the responsibility of individual sellers; rather, it's an organizational capability. This workshop will enable you to compare your existing commercial messages against the Gartner Commercial Insight framework and explore the common pitfalls and challenges associated with designing commercial insights.
Increasingly complex deals, larger buying groups and higher consensus requirements have dramatically changed how customers buy. Sales processes, however, have not. This workshop will provide the frameworks and tools necessary to begin the process of refining your organization’s sales process to better align to how buying actually occurs.
This workshop lays the foundation for establishing a customer success management discipline. Topics and exercises include goal setting, resource allocation, defining a customer journey stage playbook, improving the customer experience and identifying signals to monitor customer health. How do I improve renewal rates? How do I help customers obtain value? How do I measure customer health?