Gartner Research

Demand Generation and Sales-Enablement Primer for 2018

Published: 12 January 2018

ID: G00344142

Analyst(s): Adam Sarner , Noah Elkin


Gartner's 2018 demand generation and sales enablement research shows marketing leaders in B2B environments how to build and grow long-term lead management programs. It covers topics such as demand generation strategies and tactics, and a bottom-line, revenue-producing relationship with sales.

Table Of Contents



  • Top Challenges and How Gartner Can Help
    • How can I improve the lead management process?
    • How do I improve the sales-marketing relationship?
    • How do we develop and grow a strategic account-based marketing program?

Related Priorities

  • Suggested First Steps
  • Essential Reading

©2019 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Purchase this Document

To purchase this document, you will need to register or sign in above

Become a client