... Sales reps remain key information sources for B2B buyers, yet 49% of buyers say they are more likely to encounter misleading information from reps than GenAI. CMOs must help sellers build buyer trust by enabling marketing‑sales collaboration on persona insights and lead prioritization. Insights at a ...
Analyst(s): Martin DeWitt
Get more from Gartner
Interested in receiving proven business and technology insights, analyst guidance, benchmarks, diagnostics and more? Connect with a Gartner representative to learn more about becoming a Gartner client.
... Gartner client? CSOs can boost sales productivity and outpace competitors by harnessing agentic AI to revolutionize go-to-market strategies. This research note details essential actions for building a vision, deconstructing work and integrating AI to achieve powerful sales results. Insights at a Glance ...
Analyst(s): Bill Yetman | George Tobias | Dan Gottlieb
... Access Insights Already a Gartner client? Sales engagement through ABM platforms is rapidly evolving due to AI. Demand generation leaders must proactively prepare their ABM programs for the impact of AI to ensure they are ready to adopt new capabilities, rather than risk falling behind their competitors ...
... The inability of chief sales officers to clearly communicate their annual plans to sellers can undermine both organizational performance and talent retention. CSOs can leverage the AACTT framework — actionable, aligned, consistent, transparent, and two-way — to ensure that sellers effectively deliver ...
... Access Insights Already a Gartner client? Many sales transformations take longer than expected and fail. Despite investments and advancements in technology, one of the biggest transformation risks remains salespeople. To mitigate this risk, CSOs must start by identifying and driving the seller behavior ...
... uncertainty raises pressure to justify sales technology spending, traditional ROI approaches often fail to capture the full value of incorporating sales technology into operations. Sales operations leaders must choose the most relevant method for demonstrating the value of sales technology. Insights at a Glance ...
... Reliable sales agents depend on context engineering — governing what data, knowledge, tools, memory and guardrails an agent may use. Sales operations leaders should own the commercial logic and guardrails, partner with IT and data engineering to build them, and start with narrow, high-value workflows ...
Analyst(s): Paul Vignati | Sandhya Mahadevan | Adnan Zijadic
... Sales cycles slow down when gaps exist between how buyers discover and realize value versus how sellers position the value of their solutions. CSOs must shift their sales organizations to move beyond static buying journey maps to shape how customers discover, frame, affirm and realize value across the ...
Analyst(s): Daniel Hawkyard | Morgan Barnes | Greg Hessong
... Access Insights Already a Gartner client? AI in sales delivers efficiency while transformation stalls it because it runs on generic context. CSOs change this by codifying how the company wins, its sales methodology, deal strategy and commercial logic into a revenue genome that the entire operation expresses ...
Analyst(s): George Tobias | Sandhya Mahadevan | Paul Vignati