... Access Insights Already a Gartner client? Many CSOs focus AI pursuits on the seller work that is easiest to automate, but the greatest gains often come from improving the actions that rely on judgment, customer insight and decision quality. Use this research to prioritize the right actions before deci ...
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... AI is revolutionizing enablement, requiring a strategic shift to overcome limited resources, reactive programs, and seller overload. To scale impact, leaders should embed AI in enablement, prioritize high-value use cases, and upskill teams for AI readiness and adoption. Insights at a Glance Strategic ...
... Access Insights Already a Gartner client? As buyers shift to digital purchasing, traditional seller relationships and upsell opportunities risk erosion. CSOs must align approaches to customer engagement from a cross-functional perspective to drive customer value and growth — without sacrificing the un ...
... deliver performance and productivity gains; however, deploying digital sales as a generic capability creates channel conflict, complexity, and duplicated effort. To drive growth, CSOs must choose from five distinct digital sales use cases that integrate seamlessly into their commercial strategy. Insights ...
... Access Insights Already a Gartner client? After B2B CMOs establish and benchmark their alignment and collaboration maturity with sales, they must plan their next steps for tighter collaboration. Advancing maturity will help B2B buyers through complex purchases and grow revenue. Insights at a Glance ...
... Access Insights Already a Gartner client? To enhance productivity, CSOs must improve the consistency, quality, and speed of frontline decisions. CSOs should implement a structured operating rhythm to more reliably shape the decisions that sellers and managers make about how to allocate their efforts w ...
Analyst(s): Dan Gottlieb | George Tobias | Betsy Gregory-Hosler
... Access Insights Already a Gartner client? Fragmented decisions and siloed commercial execution hinder CSO efforts to implement AI, to adapt to changing buyer preferences, and to increase revenue. Overcoming these barriers requires CSOs to shift RevOps from driving alignment to creating a competitive a ...
Analyst(s): Sandhya Mahadevan | Tyler Huguley | Kelly Fischbein
... Access Insights Already a Gartner client? Sales orchestration tools, also known as RAO platforms, improve productivity but are costly and add technical debt. Tech CEOs should avoid investment in such tools and prepare to move directly to agentic CRM for exponential pipeline growth without expanding headcount ...
... Access Insights Already a Gartner client? CSOs are being forced to rethink their organizations’ sales structure as cost pressures, AI integration, and growing market complexity expose the limits of legacy models. CSOs can use this decision framework with their teams to help them make structural choices ...