... Access Insights Already a Gartner client? Frequent sales transformations are necessary to modernize roles, skills and technology. However, pursuing too many initiatives at once can derail execution. A sales transformation portfolio helps prioritize investments and allocate resources strategically. Insights ...
Analyst(s): Michael Katz | Brendan Condon
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... Insights Already a Gartner client? Sales enablement fails to deliver lasting impact when focusing on content is prioritized over fully supporting seller needs. CMOs should use this research to drive cross-functional collaboration and align insights, content and training with sales priorities for more effective ...
... Access Insights Already a Gartner client? In an environment mired in risk, CSOs must transform their commercial engines for long-term growth, while continuing to hit next quarter’s numbers. We see many CSOs at an impasse: paralyzed by the doubt of making mistakes and hedging their bets by only pushing ...
Analyst(s): Robert Blaisdell | Brendan Condon | Michael Katz
... Gartner First Takes Fresh insights on emerging trends Chief sales officers must balance Gong’s fast, revenue-specific AI agents with enterprise AI strategy. While Gong accelerates productivity using rich sales data, organizations that overrely on its platform risk silos and governance gaps. Analysis ...
Analyst(s): Bill Yetman | Dan Gottlieb | Alyssa Cruz
... Access Insights Already a Gartner client? Frontline sellers build valuable AI agents, but most stall as abandoned experiments. CSOs who pair dual-sided ideation with seller incentives, published promotion criteria, cross-functional governance and revenue engineering convert grassroots agents into ones ...
... Access Insights Already a Gartner client? AI role-play apps deliver scenario-based practice embedded in seller workflows, providing real-time feedback that reinforces skills, drives consistency, and accelerates revenue. It offers the ability to practice and develop skills and behaviors in a safe envir ...
Analyst(s): Bill Yetman | Shayne Jackson | Rachael Buchler | Doug Bushée
... Access Insights Already a Gartner client? When marketing and enablement are disconnected, sellers are left with content that fails to reflect buyer realities or support effective buyer conversations. Enablement leaders must partner with marketing to turn buyer insight into seller-ready messaging and a ...
... Low alignment between sales products and seller workflows hurts technology adoption and performance, an issue compounded by the introduction of AI. Financial services leaders should form cross-functional teams to align sales tech with workflows, driving higher adoption, productivity and revenue. Overview ...
... CMOs must work in close partnership with their sales counterparts, and this tool allows them to self-assess the maturity of their marketing-sales collaboration based on the maturity model workshop typically administered by Gartner experts. When to Use Directions for Use Gartner Recommended Reading Gartner ...