... this isn’t just an ineffective strategy — it’s a commercial liability. CSOs should separate risky demand creation from demand capture and organize sales efforts accordingly. Insights at a Glance Issue Impact More Detail Gartner Recommended Reading Gartner Insights Abstract ...
Analyst(s): Morgan Barnes | George Tobias
Get more from Gartner
Interested in receiving proven business and technology insights, analyst guidance, benchmarks, diagnostics and more? Connect with a Gartner representative to learn more about becoming a Gartner client.
... More leads won’t fix pipeline problems — alignment will. When sales and marketing disagree on what qualifies and converts, CSOs face wasted spend and eroded confidence. This session reveals how to escape the pipeline trap by aligning intent signals, revenue-linked metrics, and handoff standards to turn ...
... Access Insights Already a Gartner client? Fragmented partner ecosystems and siloed strategies slow sales cycles and hinder revenue growth. Product marketing leaders can accelerate time to revenue by adopting a buyer-centric approach that orchestrates partners and delivers seamless, integrated solutions ...
... Product marketers often waste resources on sales content and tools that don’t drive high-value deals. Product marketing leaders should empower their teams to use revenue enablement AI insights to focus investments on strategies and assets that contribute to winning top-tier opportunities. Insights at ...
... Access Insights Already a Gartner client? In 1Q26, the devices market declined as smartphone sales fell, driven by “memflation” and delaying upgrades. Conversely, PC shipments increased as enterprises accelerated inventory purchases in anticipation of further memory cost hikes, supported by Windows 11 ...
... Adding more sales training, marketing materials or new technology to sales enablement efforts does not automatically improve sales effectiveness. Product marketing leaders should download the attached presentation to apply the most effective ways to develop sales enablement content and programs. Gartner ...
... Defining a sales enablement program is critical when moving beyond founder-led sales. Tech CEOs who take a structured approach to sales enablement can establish and scale their sales team and drive predictable revenue. Overview Introduction Analysis Gartner Recommended Reading Gartner Research ...
... Software sales teams struggle with some common sales problems. These include the buyer going completely silent, or throwing complex technical questions at the sales rep in the early stages of the buying process. To deal with these sales problems, software providers need to prepare their sales teams ahead ...
... optimizing their sales processes and technologies. All application leaders supporting B2B sales can elevate their technology initiatives by investing in digital tools to enhance their sales execution processes. Impacts Analysis Impacts and Recommendations The Need to Optimize Sales Process Execution ...