... Access Research Already a Gartner client? Sales leaders moving to chief sales officer roles may excel in sales expertise but often struggle with team motivation and leadership, resulting in low morale, increased turnover and poor performance. To overcome this, CSOs need to recognize their limitations ...
Analyst(s): Brendan Condon | Rachael Buchler
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... 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 ...
... Europe-based pharmaceutical company headquartered in Prague, faced increasing pressure to modernize IT capabilities, strengthen cybersecurity, and enable data-driven transformation. Operating in a complex, regulated environment with evolving market dynamics, Zentiva partnered with Gartner to gain strategic ...
... 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 ...
... Access Research Already a Gartner client? Chief sales officers can accelerate revenue growth by outsourcing some sales roles, but the risks must be evaluated carefully. This research helps CSOs find opportunities to outsource sales roles, offers a framework for deciding whether to outsource and provides ...
Analyst(s): Robert Lesser | Greg Hessong | Tom Cosgrove
... pandemic has created a need for new B2B sales tools and sales motions, a trend that Gatner calls virtual selling. To increase sellers’ engagement with customers, application leaders must work with business stakeholders to implement telesales and digital sales rooms. Overview Strategic Planning Assumption ...
... Agentic data management enables organizations to streamline and accelerate key data management processes through AI-driven automation. This new shift in transformation enables data teams to shift focus on strategic priorities and data and analytics leaders should recognize this top trend in D&A for 2026 ...
Analyst(s): Ramke Ramakrishnan | David Pidsley | Nina Showell | Robert Thanaraj
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"Much like salesenablement, sales organizations must focus on what we call 'buyer enablement,'" added Mr. Adamson. "Sales teams need to harness empathy, and their deep industry and customer knowledge to develop and deploy information to help buyers buy — just as they do to enable sellers to sell ...