... Framework Review, align and enable new buying realities with virtual selling framework Chief sales officers (CSOs) are preparing for a more permanent shift to a virtual selling reality. In fact, CSOs expect 60% of the sales force will remain operating virtual. The key to a more permanent shift toward virtual ...
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... Gartner client? Improving sales productivity with AI requires more than just adding new technology to existing processes. CSOs must decouple revenue from headcount and focus on the workflows and metrics that drive results. By adopting this strategy, CSOs can transform sales productivity to drive sustained ...
Analyst(s): Betsy Gregory-Hosler | Robert Blaisdell | Dan Gottlieb
... Access Insights Already a Gartner client? Long-term market leadership belongs to tech CEOs who replace legacy CRM with AI-native CRM sales platforms. They eliminate non-value-added tasks, improve deal insight and accelerate pipeline velocity, well beyond that available from bolting AI onto passive systems ...
... Access Insights Already a Gartner client? AI has enabled sales organizations to drive efficiencies, but translating that to revenue impact has been a struggle. This research helps CSOs determine how to reinvest AI-created capacity into productive activity to drive revenue gains. Insights at a Glance ...
Analyst(s): Dave Egloff | Paul Vignati | George Tobias
... CSOs underestimate partner capabilities, they leave money on the table. CSOs who leverage partners as extended team members build a partner-centric sales team by evolving their operating model to support partner success, which results in partner revenue growth. Insights at a Glance Impact Brief Actions ...
... The B2B sales landscape is undergoing an unprecedented transformation, driven by the recent rise and impact of generative and agentic AI. Having an AI-oriented sales strategy is no longer optional, it’s mandatory. According to Gartner predictions, by 2030, 80% of sales leaders will drive AI integration ...
Analyst(s): Robert Blaisdell | Shayne Jackson | Tyler Huguley
... Sales enablement leaders must recognize and embrace the transformative impact of AI on their teams as well as the adjustments required for the sales organization and the individual sellers they support. To ensure a successful transformation in the year ahead, enablement functions must align closely with ...
... Access Insights Already a Gartner client? Most sales transformations fail because they are launched with no proof of success. Leading CSOs now derisk transformations by prioritizing a portfolio of small, controlled tests before conducting a more formal pilot. This quickly kills ineffective ideas and ...
Analyst(s): Paul Vignati | Wendy Butler-Mafuz | Tyler Huguley
... how to capitalize on opportunities and achieve results in an evolving sales environment •Learn how high-performing organizations leverage AI to enhance sales productivity •Understand the key factors to consider when building a sales organization for the AI era Return to this web page to watch the virtual ...
Analyst(s): Robert Blaisdell | John Hood | KC Choi | Kevin Hooper