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.
Speaker Bio
Alice Walmesley
Director, Advisory
Alice Walmesley consults with cross-industry Heads of Sales/Senior Sales Leaders to understand and address their most pressing challenges and opportunities for growth. She provides guidance derived from Gartner sales quantitative and best-practice research into critical decision areas. Her main coverage areas are Sales Execution and Pipeline Generation as well as Sales Enablement and she works with clients on topics such as Seller Motivation, mapping the customer buying journey, Buyer Enablement, B2B buying behavior, B2B sales skills and methodologies including Challenger and Sense Making, account management, and SDR. Ms. Walmesley does this through facilitation of small leadership meetings, one-on-one conversations and keynote at large sales meetings and conferences.
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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
Tuesday, May 16, 2023 / 02:30 PM - 03:00 PM PDT
Motivating Sellers in Uncertain Times
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.
Wednesday, May 17, 2023 / 10:30 AM - 12:00 PM PDT
CSO Circle Workshop: Improve Seller Motivation by Reducing Drag
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.