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Research June 30 2023
... Sales Digital Transformation Acceleration Guide Learn four actions to accelerate your sales digital transformation to improve seller experience and drive growth. Sellers are burned out, and most buyers prefer a rep-free buying experience. Sales leaders are investing in sales tech to solve these challenges ...
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Research Oct 2025
... Analyst relations (AR) supports sales by boosting buyer perception and directly supporting sales efforts. AR leaders drive greater, more traceable commercial impact by adopting a blended strategy of air cover, indirect support (for sales enablement and marketing) and direct sales engagement. More Detail Gartner ...

Analyst(s):   Julian Dobbins
Research Dec 2025
... Access Research Already a Gartner client? CSOs face a relentless challenge: driving seller productivity to achieve ambitious growth targets in today’s volatile B2B landscape. The key? Radically redesign roles and tightly connect every seller action to the metrics that actually predict success. Gartner ...

Analyst(s):   Tyler Huguley
Premium Research Jul 2025
... Tension between marketing and sales remains an issue as misaligned priorities often result in suboptimal commercial outcomes. This presentation provides a guide to solidify marketing and sales relationships by co-creating digital sales experiences that deliver on customer and enterprise goals. Overview ...

Analyst(s):   Ant Duffin
Research Jul 2025
... Access Research Already a Gartner client? Sales teams today are overwhelmed by metrics, often leading to confusion instead of clarity. Sales enablement leaders must help sales managers reframe analytics and seller data as actionable insights to guide their coaching opportunities. Overview Introduction ...

Analyst(s):   Bill Yetman   |   Rachael Buchler
Premium Research Jul 2025
... provides insight into the intended investments by the sales function in numerous categories of software for 2025. Product leaders at sales software providers can explore these expected investments, to support go-to-market decisions and to help align sales interactions with buyer intentions. Data Insights ...

Analyst(s):   Ayush Kumar   |   Roland Johnson
Research Nov 2025
... agentic AI products/services that do not radically adapt their sales execution will send warm leads (and future revenue) directly to competitors. Tech CEOs must adapt their sales go-to-market practices across four key initiatives to drive sales wins and customer growth. Overview Introduction Analysis Gartner ...

Analyst(s):   Martin Prendergast
Premium Research Jul 2025
... Discover how AI, seller role evolution and industrialized misinformation will shape B2B sales by 2030. This trend analysis will help CSOs to inform sales strategy, boost seller productivity and enhance trust in a rapidly evolving environment. Overview What You Need to Know Gartner Recommended Reading ...

Analyst(s):   Colleen Giblin   |   Elizabeth Jones   |   Robert Blaisdell   |   Steve Rietberg   |   Ant Duffin   |   Greg Hessong   |   Doug Bushée   |   Luke Tipping   |   Daniel Hawkyard
Premium Research Oct 2026
... agents execute more of the sales process, product marketing leaders must enable AI to sell as reliably as they enable humans. AWS’s go-to-market teams offer an early example, moving beyond AI assistance for sellers to deploying agents that participate directly in its sales organization. Insights at a ...

Analyst(s):   Shayne Jackson   |   Liz Pellegrini
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