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Premium Research Sep 2025
... Organizations often face high Salesforce deployment costs and underutilization of the technology due to its complex licensing. This research provides strategies for application architects to optimize license costs while maintaining appropriate functionality and user capabilities. Overview Problem Stat ...

Analyst(s):   Simon Whight
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Research Oct 2025
... Access Insights Already a Gartner client? Excessive focus on the technical aspects of a solution during the sales process often leads to proof-of-concept failures for tech CEOs. This research outlines how to shift to a proof-of-value approach oriented toward business outcomes, leading to higher win rates ...

Analyst(s):   David Kung
... Gillette, he worked in roles of increasing responsibility, including as Director, Sales Planning, where he was responsible for executing national sales and marketing plans and the development and coordination of sales and operations planning. Supply Chain Planning Transformation| Organization Structure ...
Research Feb 2026
... Access Insights Already a Gartner client? AI agents acting as machine customers are a critical pillar of autonomous businesses and expand the total addressable opportunity for providers. Product leaders need to understand the sellerbot/custobot behavior, design the product offering, influence the algo ...

Analyst(s):   Anushree Verma   |   Samantha Searle
eBook July 16 2024
... Supercharge your Sales Productivity How to improve seller skills, optimize productivity and increase results across your entire team In today's complex B2B landscape, navigating a web of stakeholders and business functions has made the sales process more challenging than ever. As a head of sales, you know that ...
Insight September 09 2024
... centricity and seamless supplier support. It secures GTM teams’ visibility into the entire sales pipeline and equips them with insights and tools to address issues in real time. This allows the front-end sales team to focus on core selling tasks — such as engaging new prospects and closing new business ...
Research Oct 2025
... Access Research Already a Gartner client? Sales organizations fail to hit targets when sales is siloed and unable to capitalize on marketing drivers of growth. Chief sales officers (CSOs) who align their go-to-market sales strategy to their organization’s marketing-led growth strategy can exceed growth ...

Analyst(s):   Rachael Buchler   |   Robert Lesser
Webinar December 26 2025
Watch this complimentary Gartner sales webinar to go beyond investing in technology and training to improve seller skills and produce better results in a complex new buying environment.
Premium Research May 2025
... As buyers increasingly engage with virtual channels, conventional sales strategies may not align with their preferences. Chief sales officers can use this framework to create an agile inside sales team that boosts productivity and caters to the demands of today’s buyers. Overview Recommendations Off- ...

Analyst(s):   Brendan Condon   |   Greg Hessong
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