... The Chief Sales Officer is a quarterly publication featuring the latest insights on leading and managing the sales function. This issue explores leading B2B sales into 2024. Gartner Research ...
Analyst(s): Sales Research Team
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... marketing-qualified leads. Rather than a key performance metric or a filter to justify marketing attribution, MQLs should be used only to identify sales-ready buyers or pinpoint optimization needs. Insights at a Glance Impact Brief Actions and Cautions How to Execute Success Measures Gartner Recommended ...
... Vendor Selection Gartner successfully helped Eaton with sales enablement vendor selection for next generation. Mission Critical Priority The Director of Commercial Operations and Technology at Eaton needed to assess, validate and select a sales enablement vendor for long-term strategic alignment. How ...
... Sales kickoff meetings are crucial for reengaging sellers with their sales culture. CSOs must design impactful, goal-aligned SKOs to drive transformative results and revenue growth. A top-notch SKO inspires performance, builds behaviors required for success and connects sellers to their culture. Session ...
... Case Study: Building a Unified Commercial Strategy Discover how a leading software company increased revenue by creating a single commercial engine. SMART Technologies’ leadership realized that due to B2B buyers increasingly buying through digital and multichannels, their siloed commercial operation a ...
... Already a Gartner client? Account-based marketing platforms provide a foundation to run ABM programs at scale. Demand generation leaders partnering with sales on account-centric approaches to managing audiences, orchestrating campaigns, activating audiences, and measuring engagement can use this research to ...
Analyst(s): Chris Chandler | Ray Pun | Upasna Chandna | Jenifer Silverstein
... To drive growth among existing customers, CSOs must prioritize coordinated commercial execution. CSOs can achieve this by evolving their sales or revenue operations model to align commercial execution, establish a foundation to utilize AI, and develop actionable intelligence to guide role and organizational ...
Analyst(s): Steve Rietberg | Tyler Huguley | Sandhya Mahadevan
... Access Research Already a Gartner client? CSOs are uniquely positioned to drive a sales-led growth GTM strategy, yet many struggle to do so while balancing a unified commercial approach and leading tactical seller execution and performance. Use this research to lead SLG model strategy decisions that ...
... To drive revenue growth, organizations must adopt revenue enablement platforms to empower sales and customer success teams with integrated content, learning and analytics. This note guides sales enablement leaders to learn from ratings and reviews by their peers shared on Gartner Peer Insights. Gartner ...