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Premium Research Jul 2025
... Discover how AI, seller role evolution and industrialized misinformation will shape B2B sales by 2030. This trend analysis will help CSOs to inform sales strategy, boost seller productivity and enhance trust in a rapidly evolving environment. Overview What You Need to Know Gartner Recommended Reading ...

Analyst(s):   Colleen Giblin   |   Elizabeth Jones   |   Robert Blaisdell   |   Steve Rietberg   |   Ant Duffin   |   Greg Hessong   |   Doug Bushée   |   Luke Tipping   |   Daniel Hawkyard
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Premium Research May 2025
... Developing, delivering and reviewing an effective sales presentation can be a challenging initiative with several opportunities for mistakes. Tech CEOs can use this tool to evaluate their current sales presentation and identify the most important areas for improvement. When to Use Directions for Use ...

Analyst(s):   Raymond Paquet   |   Warren Johnstone   |   Forest Conner   |   Patrick Stakenas
Research Oct 2025
... Access Research Already a Gartner client? Following an M&A event, CSOs must take a decisive role in driving integration and maximizing sales productivity. Providing sales managers with clear guidance, centralized resources, and ongoing coaching will transform internal disruption and market uncertainty into ...

Analyst(s):   Brendan Condon
Research Oct 2025
... CSOs risk underperformance when sales managers lack the skills and mindsets needed to lead teams effectively. This playbook provides a job description template, interview guide and competency model, centered on the differentiated skills and mindsets that drive sales manager performance. When to Use ...

Analyst(s):   Bill Yetman   |   Michael Katz   |   Alice Walmesley
Premium Research Jun 2025
... AI agents are transforming sales by progressing from basic, automated tools into independent, goal-driven tools. As more vendors introduce “agent” solutions and the market grows, sales operations leaders must implement a structured evaluation approach based on a thorough understanding of what makes LLM-based ...

Analyst(s):   Guy Wood   |   Dan Gottlieb   |   Adnan Zijadic
Premium Research Jul 2025
... This guidance helps CCOs prioritize high-value projects by aligning business impact and Communications’ ability to influence audiences. By leveraging AI to empower business partners to fulfill tactical communications tasks, CCOs can invest the time saved to pursue higher-value opportunities. More Det ...

Analyst(s):   Paul Swiergosz
Premium Research Oct 2025
... AI and technology-driven innovation are essential priorities for organizations seeking to elevate customer experiences and optimize operational efficiency as key drivers of sustainable growth. CIOs must master five techniques to drive, scale, and accelerate innovation that support the expansion. Over ...

Analyst(s):   Jorge Lopez   |   Christian Stephan   |   Tsuneo Fujiwara
Premium Research Sep 2025
... As AI transforms HR, CHROs must rethink where decisions are made — is HR centralized or decentralized? This 2x2 framework explores four possible HR operating models, guiding CHROs in aligning HR’s structure and AI approach with evolving organizational needs. Overview Conclusion Gartner Recommended Read ...

Analyst(s):   LJ Justice
Research Oct 2025
... Access Insights Already a Gartner client? In today’s landscape of stacked changes, managers are at the frontline, shaping whether change efforts succeed or stall. HRBPs must partner with them to amplify real-time employee success stories and experiences, ensuring change is meaningful and not just mana ...

Analyst(s):   Portia Biswas
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