... 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
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... 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 ...
... 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 ...
... 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 ...
... 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. ...
... Access Research Already a Gartner client? As traditional, manager-led sales coaching becomes outdated, next-gen sales coaching offers a new, seller-centric ecosystem. CSOs can use the ORBIT framework to connect feedback from technology, people and processes for dynamic, scalable coaching that accelerates ...
... for Gartner's Sales & Customer Service Practice. In this role, she is responsible for leading our BTI team in equipping Sales and Customer Service & Support leaders with the insights they need to succeed in their role today, and build out the functions of tomorrow. Prior to leading the Sales & Customer ...
... Participate in this benchmark survey to compare your organization’s structure, headcount, spend, budgets, operations and enablement functions to your peers’. This benchmark survey will help CSOs make data-backed strategic decisions to optimize investments and support long-term improvements. Overview ...
... Rated: 4.6 out of 5 __________________________________________________________________________________________________________________ Storytelling is a proven tactic for leaders and executives aiming to influence stakeholders and communicate value. Yet, many leaders still find it challenging to cra ...