... Gartner Expert VP, Team Manager Rick LaFond is a VP, Team Manager in Gartner's Marketing & Communications practice, based in Baltimore, MD. He leads a team of expert analysts who develop thought-leading insights for CMOs related to marketing talent, marketing technology, and marketing data and analyti ...
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... Generation and Customer Acquisition: Approaches to customer journey mapping, demand generation best practices, collaboration between marketing and sales, lead management & personas Catalytic Marketing: understanding the quality/ type of experience or hallmarks of experiences that drive stronger commercial ...
... Salesenablement leaders must recognize and embrace the transformative impact of AI on their teams as well as the adjustments required for the sales organization and the individual sellers they support. To ensure a successful transformation in the year ahead, enablement functions must align closely with ...
... Access Insights Already a Gartner client? Sales kickoffs prepare go-to-market teams for the year ahead, but ownership ambiguity, low engagement and one-and-done planning undermine their impact. Product marketing leaders must partner with salesenablement to build pre-, during- and postevent strategies ...
... leaders must overcome resource bottlenecks to address the challenge of delivering timely, actionable salesenablement at scale. Leveraging AI agents to deliver on-demand, synthesized differentiation and sales narratives is essential for consistent, high-impact field support. Insights at a Glance Issue Impact ...
... This document serves as a comprehensive guide for CSOs and sales leaders to benchmark their salesenablement strategies against industry standards, focusing on structure, responsibilities and metrics to drive future revenue growth. Insights at a Glance Strategic Planning Assumption Issue Impact More ...
... client? Salesenablement fails to deliver lasting impact when focusing on content is prioritized over fully supporting seller needs. CMOs should use this research to drive cross-functional collaboration and align insights, content and training with sales priorities for more effective enablement. Insights ...
... Gartner Expert VP Analyst Alex de Fursac Gash is a VP Analyst in Gartner's Marketing (GML) Business & Technology Insights team. He serves as the Chair of the inaugural London edition of Gartner's Marketing Symposium. He also co-authors multiple flagship research projects, including Gartner's Personali ...
... Access Insights Already a Gartner client? When marketing and enablement are disconnected, sellers are left with content that fails to reflect buyer realities or support effective buyer conversations. Enablement leaders must partner with marketing to turn buyer insight into seller-ready messaging and ...