... Already a Gartner client? Sales operations leaders face the challenge of delivering reliable, actionable insights throughout the business as data proliferates and the sales tech stack becomes more complex. This research offers three ways to increase the organization’s sales analytics value and deliver ...
Analyst(s): Steve Rietberg | Tyler Huguley
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... Access Research Already a Gartner client? AI can ignite a new era of seller productivity and customer engagement, but it can also unleash chaos. CSOs need to be comfortable navigating this contradiction and stay focused on long-term success. Use this research to calibrate your AI ambition and objectiv ...
Analyst(s): Sandhya Mahadevan | Melissa Hilbert | Dan Gottlieb | Alyssa Cruz | Wendy Butler-Mafuz
... Chief sales officers face a make-or-break opportunity in the “Great Sales Awakening” to reinvent B2B sales leadership with AI, despite hurdles in data quality and organizational readiness. This research provides specific actions CSOs can take to set an AI vision, navigate adoption, and gain a competitive ...
Analyst(s): Sandhya Mahadevan | Dan Gottlieb | Bill Yetman
... overpurchasing during the semiconductor shortage that ended in 2023 but will resolve in 2025, with distribution sales accelerating in 2026. From 2027 onward, distribution sales growth will outperform direct sales. Overview Table of Contents for Download Attachment List of Tables for Download Attachment Gartner Recommended ...
... tools help sales move beyond the hype of predictions to prepare organizations to leverage the opportunities ahead of them. Decide what virtual sales training program to build Sales enablement leaders have a variety of technology options when it comes to designing and delivering virtual sales training. ...
... Prematurely passing leads to sales can erode marketing-sales alignment and weaken relationships with buyers. CMOs should guide their teams to optimize lead-scoring models using content consumption behaviors linked with pipeline conversion. Gartner Research ...
... Sales enablement leaders struggle to provide clear, actionable guidance to frontline sales teams on using AI. This tool provides practical support to help sellers build confidence in working with AI, including guidance on selecting appropriate use cases, crafting effective prompts and evaluating AI outputs ...
... Buying sales software is a critical corporate initiative involving multiple functions including the CEO. Product leaders who do not align their go-to-market strategies with the market imperative to leverage AI and the competitive advantages of a broad sales platform risk revenue stagnation. Overview ...
... Access Research Already a Gartner client? The value of sales operations is difficult to fully measure as its benefits are often impossible to isolate and quantify. This research guides sales operations leaders in using a balanced scorecard to measure outcomes and crafting a compelling narrative to communicate ...