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Research Dec 2024
... Access Research Already a Gartner client? As sales enablement functions evolve, leaders are evaluating their composition, including structure, staffing and responsibilities. This research will help sales enablement leaders learn about practices their peers are continuing or changing to meet the function ...

Analyst(s):   Antra Sharma
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Research May 2019
... digital transformations and move the needle from reaction to innovation. Application leaders supporting sales technology investments need insights into products to plan for the future of their sales organizations. Analysis What You Need to Know Affinity Aptology Automation Hero Where Are They Now? Qstream ...

Analyst(s):   Theodore Travis   |   Melissa Hilbert   |   Ilona Hansen   |   Adnan Zijadic
Webinar On-Demand
... Enabling value creation through the use of artificial intelligence (AI) or generative AI (GenAI) requires an analysis of the underlying variables that drive ROI. Executives often rush to analyze headcount reduction as a starting point for business case discussions but this approach often overlooks t ...

Analyst(s):   Frances Karamouzis
Premium Research Sep 2026
... for refurbished premium and basic smartphones from 2026 to 2028, driven by tighter budgets from supply chain disruptions, will reduce new smartphone sales. Tailored strategies to enhance market share must target aspirational buyers and eco-conscious consumers. Insights at a Glance Gartner Recommended Reading ...

Analyst(s):   Namrata Banerjee   |   Rishi Padhi
Research Aug 2019
... of SPM embraces efficiency through core incentive compensation management, and effectiveness through advanced analytics and planning, and optimized sales productivity. This Toolkit will help application leaders build a focused and prioritized requirements document for selecting vendors. When to Use Downloadable ...

Analyst(s):   Melissa Hilbert   |   Melissa Hilbert
Blog Post July 29 2020
... As part of the Gartner sales team, you’ll have a seat at the table advising and helping clients identify and solve their most important challenges. Individuals who’ve got a will-to-win attitude and push the possibilities of the role by building relationships and becoming a trusted advisor to ...
Premium Research Nov 2024
... quarterly targets and simultaneously adapting and transforming their organizations as the B2B environment changes. This slide deck examines how top sales organizations manage to meet both challenges and how CSOs can learn from their strategies. Gartner Research ...

Analyst(s):   Colleen Giblin   |   Kelly Fischbein   |   Avi Krish Bedi   |   Jared Davis   |   Sales Research Team   |   Greg Hessong   |   Tom Cosgrove   |   Betsy Gregory-Hosler
Premium Research Nov 2024
... on business and continued future uncertainty have made the CSO role about more than "just sales." Leading CSOs will leverage adaptability, role simplification and cross-functional collaboration to improve sales productivity. Overview Recommended Actions Gartner Recommended Reading Gartner Research ...

Analyst(s):   Sales Research Team
Premium Research Aug 2026
... Retail CMOs face pressure to drive sales through online channels amid demographic shifts and changing purchase behaviors. CMOs can use this research to benchmark their digital marketing performance against monobrand retail leaders and identify areas of opportunity to drive growth. Index Performance ...

Analyst(s):   Brad Jashinsky   |   Matt Moorut   |   Ipsa Jaiswal
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