Constant change is overwhelming today's sellers, undermining sales effectiveness. In response, sales leaders have sought to provide greater support and direction. However, that support comes with unintended consequences and surprisingly high costs. This session will explain why and what to do differently to predictably boost sales performance in an unpredictable world.

Are you trying to implement Sense-making or working to increase seller adoption of a Sense-making approach? Or maybe you're looking to get the most from your Sense-making investments? Join this session to discuss your most pressing questions on how to apply Sense-making in today's buying environment.

This Ask the Expert session will feature Gartner Experts covering pipeline generation and sales development (SDR) topics, including questions about the strategy, people, process, operations, enablement and technologies supporting the (SDR) role.

As customers increasingly seek a rep-free experience, CSOs must strategically position sellers in the customer’s buying journey as human mediators that help them make sense of information in their own unique circumstances. As sales leaders drive such buyer-centric approaches, they often overlook changing buyer signals in favor of simplicity and seller adoption. As the commercial environment increases in variability, Situational Tuning is required in the application of Sense Making techniques – rather than a standardized approach across customers.