Gartner Research

CSO Priorities in 2023

Published: 25 April 2023

Summary

Evolving buyer preferences, changing market conditions and disconnected functional strategies such as sales and marketing misalignment continue to make revenue growth difficult in 2023. This research highlights how CSOs are overcoming these challenges to meet the growing demands of B2B sales.

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Overview

Key Findings
  • The top CSO priority for this year is commercial alignment, with nearly half of survey respondents focused on collaborating across commercial functions to improve customer experience.

  • Despite the growing importance of commercial alignment, most sales organizations face challenges such as different definitions for qualified leads between sales and marketing.

  • Sales organizations plan to increase their budgets for digital marketing (76%), sales technologies (76%) and sales personnel development through measures like training (71%) in 2023.

Recommendations

To meet the demands of changing buyer expectations in a disruptive economic landscape, CSOs should:

  • Orchestrate customer learning across multiple channels by working with commercial leaders to

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