... Access Insights Already a Gartner client? B2B companies struggle to incorporate loyalty programs due to complex buying dynamics, lengthy sales cycles, and a lack of insight into customer preferences. B2B CMOs and their teams can use this research to overcome those challenges to create a successful loyalty ...
Analyst(s): Brad Jashinsky
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... Sales operations leaders often focus on usage metrics to assess sales tech adoption, which is misleading and fails to reveal how technology enables sales outcomes. By reimagining adoption through the lens of utility, leaders can tie sales tech to effective seller action, measurable success, and ROI. ...
... self-service analytics much more accessible to frontline sales teams. These capabilities pose new challenges and risks for sales organizations. Chief sales officers must build a strategy to enable their organization to harness the power of GenAI for sales analytics. Overview Strategic Planning Assumption ...
... Sellers who lack guidance often use sales enablement assets at the wrong time, which reduces both buyer and seller confidence and win rates. Product marketers focused on driving sales effectiveness should work with sales enablement staff to craft sales playbooks that advise on content and timing. When ...
... Chief sales officers rely on sales technology to impact top revenue priorities. Use these insights from the Sales Budget and Efficiency Benchmark Survey to compare spend on sales tech to that of industry peers, then use them as inputs for technology roadmapping activities. Strategic Planning Assumption ...
... Unbalanced sales territories create friction among sales teams and lead to inconsistent results. CSOs should direct their sales operations teams to simplify territory design by selecting an anchor role, building a territory profile and prioritizing balance across all territories. Gartner Research ...
... Ways in Which Business Problems, Data and Analytical Methods Can Work to Improve Sales Analytics Use the SMART Information Principles to Track the Key Performance Indicators Used by Sales Organizations Partner With Sales Business Unit Leaders to Assess Cross-Functional Data Proficiency and Develop Ways ...
... Organizations should adopt SFA platforms for capturing sales data, optimizing customer engagement and preventing low sales performance. This note guides sales operations leaders to learn from the implementation experiences of their peers shared on Gartner Peer Insights. Overview Peer Lessons Learned ...
... As B2B sales changes, so does the role of the chief sales officer. The Gartner Sales Podcast welcomes Graham Stringer, head of customer markets for Fujitsu’s North America region, to discuss his firsthand experience with a growing CSO role. Overview About the Guest Gartner Recommended Reading Gartner ...