... Access Research Already a Gartner client? The competitive positioning of the sales organization is at immediate risk with the over-reliance on legacy skills in the AI era. CSOs should use this tool to strategically roadmap capability transformation for their enablement function to effectively drive go-to-market ...
Analyst(s): Bill Yetman
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... to meet rising customer expectations and reduce internal friction. This research provides CSOs with strategies to grow global accounts by unifying sales teams, overcoming disjointed execution and siloed account management. Overview Introduction Analysis Gartner Recommended Reading Gartner Research ...
... in the center of the account planning efforts. The other components — the account team, sales leadership and the organization — should align to support the completion of customer goals. With this approach, sales teams can focus on deriving more value from the solution and helping customers see the opportunity ...
... Access Research Already a Gartner client? Many emerging vendors are using AI to improve sales productivity. The most interesting new AI-native vendors offer innovative approaches to help capture frontline intelligence, guide decision making with next best actions, and improve results in high-volume segments ...
Analyst(s): Alyssa Cruz | Greg Hessong | Dan Gottlieb | Sandhya Mahadevan
... 3 Virtual Selling Skills Needed for Success Reconfigure your sales talent strategy for the virtual selling environment 74% of CSOs have recently or are currently updating their seller competency profiles for virtual selling and 61% of CSOs are already investing in new technology to enable virtual selling ...
... integrations are becoming increasingly widespread, with SFA vendors intensifying their focus on generative AI and expanding into agentic AI use cases. Sales operations leaders can use this research to better evaluate vendor solutions and make more informed purchasing decisions. Market Definition/Description ...
Analyst(s): Adnan Zijadic | Guy Wood | Steve Rietberg | Wendy Butler-Mafuz
... deliver instant expert answers have eliminated the need for technical experts to support early stage sales deals. Adopt these AI agents to scale revenue growth, accelerate sales cycles, reduce sales product training time, and free up time for expert staff. Insights at a Glance Strategic Planning Assumptions ...
... critical link from management to sales/marketing teams, the partner environment and back-office organizations. Ms. Hansen owned the sales process design and was responsible for effective sales organizational structures. To accomplish these tasks, she developed the necessary sales and marketing tools for management ...