... This research addresses the key questions chief sales officers are asking about transforming the sales function for an AI-driven future. It provides insights on leadership, identifying use cases, managing change and developing talent strategies. Overview Introduction Analysis Gartner Recommended Reading ...
Analyst(s): Antra Sharma | Dan Gottlieb
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... In 2025, CSOs’ top questions center on leveraging AI to drive sales, establishing clear career paths, aligning roles with sales objectives, improving key account retention and growth, and optimizing compensation for multiyear deals. This research offers targeted recommendations for each area. More Detail ...
Analyst(s): Alice Walmesley | Dave Egloff | Tyler Huguley
... Assessing performance, budget and risks is crucial for a high-performing sales function. CSOs can use the resources in this research to benchmark functionality and maturity metrics that help refine their sales strategy and focus team development with data-driven insights for greater impact. Action Name ...
... account-based marketing to acquire new accounts, grow revenue from existing customers and collaborate with sales. This research helps demand generation leaders evaluate ABM platforms to enable better decision making, improve engagement across accounts and deliver measurable value. Market Definition/Description ...
Analyst(s): Ray Pun | Chris Chandler | Upasna Chandna | Jenifer Silverstein
... The B2B sales landscape is undergoing a significant transformation. AI advancements and evolving customer expectations are eroding traditional full-time teams and prompting CSOs to leverage gig sales forces to create dynamic, scalable and cost-effective organizations that drive sustainable growth. Overview ...
... decisions by creating false urgency, critically undermining long-term trust and lengthening sales cycles. This research provides product marketing leaders with strategies to create authentic urgency and guide sales teams more effectively. Overview Introduction Analysis Gartner Recommended Reading Gartner ...
... To survive, compete and grow, tech CEOs must urgently exploit performance-enhancing sales agents. This requires deconstructing their sales process into granular “components” so that each can be assigned optimally to humans or to AI agents, and thereafter tracked to ensure continuous agent learning. ...
... Digital transformation initiatives frequently fail to deliver expected value when IT strategies are not explicitly aligned with business objectives. As AI continues to gain momentum, retail CIOs can use this research to avoid common early-stage pitfalls by identifying foundational practices that dri ...
... This Consult the Board survey summary features inputs from 11 Data and Analytics Research Board members regarding their approaches to building trusted data environments to support artificial intelligence (AI) use cases. It discusses members' approaches to integrating their trusted data environment s ...