... The Chief Sales Officer is a quarterly publication featuring the latest insights on leading and managing the sales function. This issue explores Pathways to Growth in 2026. Gartner Insights Abstract ...
Analyst(s): Betsy Gregory-Hosler
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... Access Insights Already a Gartner client? Improving sales productivity with AI requires more than just adding new technology to existing processes. To reimagine sales productivity in the AI era, sales leaders must rethink how capacity is measured — decoupling revenue from headcount and focusing on the ...
Analyst(s): Betsy Gregory-Hosler | Robert Blaisdell | Dan Gottlieb
... •Identify replacement targets and avoid hidden integration costs by evaluating niche point solutions and mitigating unpredictable API consumption costs associated with headless AI architectures •Leverage SaaS contract cycles for maximum flexibility through negotiation strategies that reduce lock-in, ...
... Access Insights Already a Gartner client? Sales CRM underperforms when sales and IT share ambition but not accountability. CIOs can use these practices to strengthen joint decision making, manager-led adoption, and the trusted data foundation required for AI-enabled selling. Insights at a Glance Impact ...
Analyst(s): Ilona Hansen | Faith Adams | Leo Brenner
... Already a Gartner client? This Magic Quadrant helps communications service providers identify and evaluate AI-enabled marketing and sales vendors for enhancing marketing and sales activities. It will guide CSP CIOs, CMOs and technology leaders toward well-informed vendor choices in a rapidly evolving market ...
... Access Insights Already a Gartner client? Economic volatility and uncertainty require CSOs to proactively manage their cost of sales while safeguarding short- and long-term success. This research compilation provides clear ways to help cut costs and optimize performance to sustain growth while preparing ...
Analyst(s): Dave Egloff | Tyler Huguley | Robert Blaisdell | Brendan Condon | Greg Hessong
... Access Insights Already a Gartner client? AI is boosting sales productivity, fueling the hype. AI also introduces architecture and governance demands that current stacks can’t meet, driving disillusionment. Use this research to guide resilient, future-ready tech investments that drive seller efficiency ...
Analyst(s): Sandhya Mahadevan | Kelly Fischbein | Paul Vignati
... and delivering demonstrations can be arduous, resource-intensive, and risky for sales teams. Tech sales leaders can deploy interactive demonstration applications to dramatically simplify this process while also shrinking sales cycles. Insights at a Glance Issue Impact More Detail Gartner Recommended Reading ...
... Access Insights Already a Gartner client? To boost seller performance, CSOs must categorize productivity issues, then select the most effective lever of improvement. Discover how to select productivity levers such as enablement, coaching, rewards and operational elements in processes, data and technol ...