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Research Mar 2026
... Access Insights Already a Gartner client? To sustain growth amid constant supply volatility, CSOs must strengthen sales resilience by deepening alignment with supply chain leaders. Rapid joint decisions, real-time visibility, and consistent communication preserve commitments, stabilize pipeline performance ...

Analyst(s):   Michael Dominy   |   Brendan Condon
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Research Feb 2026
... addressing major ABM mistakes is crucial to maximize ROI and drive consistent growth. Digital marketers and demand generation leaders must collaborate with sales, focus on meaningful engagement metrics, and employ a data-driven targeting strategy. Insights at a Glance Impact Brief Actions How to Execute Success ...

Analyst(s):   Jenifer Silverstein   |   Upasna Chandna
Premium Research Apr 2026
... AI-augmented workflows are transforming traditional sales roles, changing how the work of selling gets done and who does what. CSOs must redesign seller roles to be future-fit for AI while enabling sellers to focus on human value in buyer engagements. Insights at a Glance Strategic Planning Assumption ...

Analyst(s):   Doug Bushée   |   Greg Hessong
Research Feb 2025
... Access Research Already a Gartner client? Sales operations leaders should use this model to assess their sales analytics programs’ maturity, identify opportunities for growth and map their path to enabling a data-driven sales organization. Overview Introduction Analysis Gartner Recommended Reading Gartner ...

Analyst(s):   Steve Rietberg
... and finance transformation executives. With a passion for rewiring how organizations forecast, Matthew helps enterprise leaders navigate technology-enabled transformation and connect digital capabilities to measurable business outcomes. He engages with hundreds of organizations annually—ranging from mid-market ...
Premium Research May 2024
... Only 23% of B2B marketing and sales teams collaborate on customer segmentation and prioritization, leading to inefficient revenue growth. B2B CMOs can address this challenge by partnering with sales to validate segmentation strategies and align them with sales objectives. Overview Introduction Analysis ...

Analyst(s):   Suzanne White
Research Dec 2024
... Commercial teams’ demand for actionable insights can seem insatiable to sales operations leaders responsible for building an analytics function. Apply this framework to design sales analytics capabilities that will improve sales decision making and help drive growth. Overview Introduction Analysis Gartner ...

Analyst(s):   Steve Rietberg   |   Nate Eisinger
Premium Research Feb 2022
... Indirect sales strategies demand the channel partner experience become more collaborative, unified and digitally optimized across all interactions. Application leaders supporting sales should prioritize PRM vendors that enable channel managers to deliver superior partner experience. Overview Strategic ...

Analyst(s):   Tom Cosgrove   |   Ilona Hansen
Premium Research Aug 2024
... ignition guide details the step-by-step tasks for a tech CEO to set up a repeatable sales process, track new sales opportunities and improve execution. Use this guide to save time or improve your workflow for building the sales process. Overview Steps Review Your Performance Gartner Recommended Reading Gartner ...

Analyst(s):   Shalakha Singh
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