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Gartner CSO & Sales Leader Conference

May 21 – 22, 2024 | Las Vegas, NV
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Gartner CSO & Sales Leader Conference

May 21 – 22, 2024 | Las Vegas, NV


Agenda


GAIN NEW INSIGHTS INTO SALES STRATEGY, SALES ENABLEMENT, OPERATIONS AND MORE
FROM EXPERTS AT GARTNER CSO & SALES LEADER CONFERENCE 2024 IN LAS VEGAS, NV.


AGENDA / TRACK

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AGENDA / TRACK


TRACK A: CRAFT A UNIFIED COMMERCIAL STRATEGY IN A DYNAMIC MARKET

Tuesday, May 21, 2024 / 11:00 AM - 11:20 AM PDT


THE CHIEF SALES OFFICER LEADERSHIP VISION

Robert Blaisdell, VP Analyst, Gartner

Uncertain economic conditions coupled with AI’s rapid impact demand a unified
commercial strategy that addresses B2B buyer’s concerns and the evolving role of
the seller. CSOs should use this Leadership Vision presentation to frame these
challenges and develop actions to drive market-leading growth in 2024 and
beyond.

Tuesday, May 21, 2024 / 11:00 AM - 11:30 AM PDT


3 CRITICAL COMPONENTS OF AN ADAPTIVE SALES STRATEGY

Michael Katz, Sr Director, Research, Gartner

Many CSOs are challenged on how to develop strategic sales plans, particularly
when adapting to rapidly changing market conditions. CSOs must use these three
approaches to achieve successful execution of sales planning in a dynamic sales
landscape.

Tuesday, May 21, 2024 / 02:30 PM - 03:00 PM PDT


FROM CHAOS TO CONTROL: LEADING SALES THROUGH ORGANIZATIONAL CHANGE

Robert Lesser, Sr Director Analyst, Gartner

The relentless and escalating pace of change can often overwhelm sales
organizations, leading to resistance, fatigue and ultimately the failure of
initiatives to meet their objectives. Join this session to learn how sales
leaders can effectively align best practices and assign resources to
organizational change and achieve greater success with sales transformations.

Tuesday, May 21, 2024 / 02:30 PM - 03:15 PM PDT


ASK THE EXPERT: WHICH GTM BUSINESS MODEL IS RIGHT FOR MY ORGANIZATION, AND WHERE
DO I FIT IN AS CSO?

Tom Cosgrove, Sr Director Analyst, Gartner

Stephen DiFranco, VP, Executive Partner, Gartner

Kevin Hooper, Executive Partner, Bus Services, Gartner

This session will have the "Ask the Expert" panel of Gartner experts with a
specific focus on each business model ... sales-led, product-led, marketing-led,
community-led, ecosystem-led, etc.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Tuesday, May 21, 2024 / 04:00 PM - 04:30 PM PDT


3 WAYS CSOS CAN PARTNER WITH MARKETING TO ACCELERATE SALES PERFORMANCE

Greg Hessong, Sr Director Analyst, Gartner

The need for sales and marketing to be closely aligned has never been greater.
Rapidly shifting buyer preferences, more complex buying journeys and increasing
buyer expectations require a more sophisticated and orchestrated approach. This
session will explore three ways sales and marketing should collaborate to
improve how they influence today's buyers, even (or especially) when sellers
aren't always present.

Tuesday, May 21, 2024 / 04:00 PM - 04:45 PM PDT


CSO CIRCLE ROUNDTABLE: USING GENAI TO DO YOUR JOB AS A CHIEF SALES OFFICER

Doug Bushée, VP Analyst, Gartner

Join peer chief sales officers to exchange stories about using GenAI in
streamlining the daily job of a sales executive. Discuss how GenAI can enhance
strategy, performance evaluation, team communications and more. Engage with
peers to share insights and strategies for optimizing your role with GenAI.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Wednesday, May 22, 2024 / 10:30 AM - 11:00 AM PDT


HOW TO ELEVATE THE CSO'S INFLUENCE WITH THE BOARD OF DIRECTORS

Rachael Buchler, Sr Director Analyst, Gartner

To rally greater board support for sales change activities and elevate the
importance of sales in corporate strategy, CSOs must cultivate and promote their
role in influencing business growth instead of just demonstrating mastery of the
sales function. In this session, CSOs will learn how to build executive
leadership credibility through greater board engagement and unlock their
professional success.

Wednesday, May 22, 2024 / 10:30 AM - 11:15 AM PDT


ROUNDTABLE: DYNAMIC SEGMENTATION AND TIERING STRATEGIES

Greg Hessong, Sr Director Analyst, Gartner

Traditional sales territory design suffers from geographic anomalies that reward
some sellers and punish others. Attend this interactive session to brainstorm
new, evolving approaches to designing segmentation and tiering strategies that
ensure maximum seller productivity and effectiveness.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Wednesday, May 22, 2024 / 12:00 PM - 12:30 PM PDT


CONNECTING SALES TEAMS TO CULTURE: STRATEGIES FOR ENHANCED PERFORMANCE AND
RETENTION

Shayne Jackson, Sr Director Analyst, Gartner

Sellers' alignment to their culture is the lowest it’s been since 2021.
Organizations with sellers who are connected to their culture perform better and
have better retention. We'll show you how to connect your revenue team to your
culture in ways that are meaningful for each seller and how to adjust the
trajectory of your culture when a change is needed.

Wednesday, May 22, 2024 / 02:00 PM - 02:30 PM PDT


HARMONIZE CHANNEL PARTNERSHIPS: BAND SALES & MARKETING TOGETHER FOR GTM
PRECISION

Tom Cosgrove, Sr Director Analyst, Gartner

The ownership of indirect channel strategies, programs and enablement is often a
point of contention and frustration within revenue organizations. It's not sales
or marketing; it's sales and marketing! Working collaboratively across
functional silos while taking sales responsibility for leadership and execution
is key to benefiting from the scale, additive capability and efficiency that
indirect routes to market can provide a CSO as part of their broader GTM
approach.

Wednesday, May 22, 2024 / 02:00 PM - 02:30 PM PDT


30-MINUTE CRASH COURSE ON AI FOR SALES: WHAT IT IS, HOW IT WORKS AND WHAT TO DO
ABOUT IT

Adnan Zijadic, Director Analyst, Gartner

CSOs will get an overview of what AI is, how it works, and what to do about it
for their sales organizations. We are in a pivotal moment where every
organization will be driven by AI and every function will have AI embedded at
the core of every sales process. CSOs need to educate themselves on AI so that
they can have a better understanding and improve their strategic planning with
AI at the forefront of their priorities.

Wednesday, May 22, 2024 / 02:00 PM - 02:45 PM PDT


CSO CIRCLE ROUNDTABLE: NAVIGATING TRANSFORMATIONAL CHANGE ACROSS THE SALES
ORGANIZATION

Dave Egloff, VP Analyst, Gartner

A CSO-invitational roundtable discussion on the strategies of adapting to an
evolving marketplace. Select CSOs are invited to share and explore strategies,
insights and experiences as they approach transformational changes within their
commercial function.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.


TRACK B: TRANSFORM GO-TO-MARKET EXECUTION TO ACCELERATE ORGANIC GROWTH

Tuesday, May 21, 2024 / 11:00 AM - 11:30 AM PDT


IT'S TIME TO TAKE CONTROL OF THE WHEEL — STRATEGIES TO DRIVE GROWTH IN EXISTING
ACCOUNTS

Elizabeth Jones, Sr Director Analyst, Gartner

Chief sales officers and frontline sales leaders are challenged to drive revenue
goals for repeatable account growth. CSOs and frontline sales leaders will learn
how to accelerate growth in existing accounts, encourage buyers to embrace
change and work in tandem with all revenue teams.

Tuesday, May 21, 2024 / 12:30 PM - 01:00 PM PDT


THE CUSTOMER VALUE CONUNDRUM: RECEPTION VS. PERCEPTION

Robert Blaisdell, VP Analyst, Gartner

Sales organizations are challenged to deliver value to customers, but more
importantly it is often the value that is perceived not necessary received by
the customer that matters in retention and future purchase decisions.

Tuesday, May 21, 2024 / 12:30 PM - 01:00 PM PDT


BOOST KEY ACCOUNT PROGRAM PERFORMANCE WITH THE KEY ACCOUNT TECH STACK

Daniel Hawkyard, Director Analyst, Gartner

Key account programs are essential for organic growth, yet they consistently
fail to deliver the revenue required. CSOs must rethink their approach to
technology within their KAP to deliver the growth required today and build
tomorrow's key account program. To do this, CSOs must utilize the key account
program tech stack and make impactful technology deployments to improve key
account program execution.

Tuesday, May 21, 2024 / 02:30 PM - 03:00 PM PDT


CREATING COMMERCIALLY PRODUCTIVE DIGITAL ENGAGEMENT

Kristina LaRocca-Cerrone, Sr Director, Advisory, Gartner

Today's B2B buyers are omnichannel, engaging with both reps + digital throughout
their journey. So, how do sales and digital touchpoints work together to enable
more confident purchases and lower purchase regret? Learn how both human-led and
digital-based interactions can create buyer confidence through value framing and
value affirmation, and how they should work together.

Tuesday, May 21, 2024 / 02:30 PM - 03:15 PM PDT


ROUNDTABLE: KEY ACCOUNT MANAGEMENT TRENDS AND BEST PRACTICES

Daniel Hawkyard, Director Analyst, Gartner

During this roundtable discussion, hear how your peers are tackling the biggest
challenges of identifying, engaging, and growing their most important customers.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Tuesday, May 21, 2024 / 04:00 PM - 04:30 PM PDT


REDESIGN SALES EXECUTION FOR GREATER IMPACT

Shiela Rahimian, Director Analyst, Gartner

Today's buyers are more complex than ever before, making it more challenging for
sales organizations to acquire, grow and retain business. Sales organizations
need to evolve how sellers are enabling buyers to make a purchasing decision.
Getting buyers to make a high quality purchase is critical to achieving growth
targets. In this session we will discuss 2 ways to redesign sales execution for
greater impact.

Wednesday, May 22, 2024 / 10:30 AM - 11:00 AM PDT


UNLOCK CUSTOMER VALUE AND REVENUE POTENTIAL BY INTEGRATING SELLERS WITH DIGITAL
COMMERCE

Luke Tipping, Director Analyst, Gartner

Current sales processes are not fit for modern buyer preferences, causing deals
to stall, fail completely, or miss customer expectations. Join this session to
learn how to overcome this challenge by transforming seller workflows by
integrating with digital commerce to develop a holistic view of the buying
journey and provide valuable customer interactions that lead to positive
commercial outcomes.

Wednesday, May 22, 2024 / 12:00 PM - 12:30 PM PDT


THE UNTAPPED POTENTIAL OF INSIDE SALES — EVOLVE INSIDE SALES INTO A GROWTH
ENGINE

Greg Hessong, Sr Director Analyst, Gartner

The pandemic forced sales organizations to experiment with a sales role that's
been around for a long time — inside sales. While many braced for performance
downturns, unexpected and pleasant surprises abounded. Today, many CSOs are now
wondering what the future of selling looks like and whether they should be
expanding the role inside sales plays in it. Inside sales is uniquely positioned
to take advantage of the shifts in B2B buying if organizations are prepared to
capitalize and drive efficient growth.

Wednesday, May 22, 2024 / 12:00 PM - 12:45 PM PDT


ROUNDTABLE: KEY ACCOUNT MANAGEMENT TRENDS AND BEST PRACTICES (REPEAT)

Daniel Hawkyard, Director Analyst, Gartner

During this roundtable discussion, hear how your peers are tackling the biggest
challenges of identifying, engaging, and growing their most important customers.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Wednesday, May 22, 2024 / 02:00 PM - 02:45 PM PDT


ASK THE EXPERT: IS YOUR SALES METHODOLOGY ALIGNED TO THE SALES PROCESS AND BUYER
JOURNEY?

Bill Yetman, Sr Director Analyst, Gartner

Organizations invest in a sales methodology and unfortunately use the
informercial “set it and forget it” principle. With maturing markets and
competitors flooding the market with their messages, does a methodology still
matter? This session will help Enablement Leaders ask the right questions about
their sales methodology and why it matters to their GTM strategy.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Wednesday, May 22, 2024 / 02:00 PM - 03:30 PM PDT


WORKSHOP: BUILD CSO STREET CRED: 3 GENERATIVE VALUE MESSAGING FUNDAMENTALS
TRANSFORMING SELLING

Greg Hessong, Sr Director Analyst, Gartner

Scott Collins, Managing Vice President, Gartner

Gartner invites chief sales officers (CSOs) to build street cred by rolling
their sleeves up and learning how generative AI (GenAI) is actually changing
day-to-day selling. Learn a framework and set of prompts for surfacing atomic
insights from research and develop messaging narratives that help improve
conversion in common sales scenarios. CSOs will leave this session with GenAI
sales execution ideas they can sell internally.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Wednesday, May 22, 2024 / 03:30 PM - 04:00 PM PDT


MAXIMIZE SDR POTENTIAL TO ENHANCE PIPELINE GROWTH

Elizabeth Jones, Sr Director Analyst, Gartner

In most organizations, the SDR role is too often ignored and frequently slip
between the cracks of sales and marketing, stalling new customer acquisition
efforts. Join this session to discover best practices for building
high-performing SDR teams which drive pipeline growth.


TRACK C: DRIVE NEXT-LEVEL SELLER PERFORMANCE

Tuesday, May 21, 2024 / 11:00 AM - 11:30 AM PDT


CREATE PREDICTABLE LEARNING OUTCOMES AND SELLER BEHAVIOR CHANGE WITH ADAPTIVE
LEARNING

Bill Yetman, Sr Director Analyst, Gartner

While technology is helping each generation find and consume content faster and
more efficiently, the sales leader's role is struggling to manage and inspire
generationally diverse teams. To succeed, organizations must redefine the leader
competency model, how these competencies are demonstrated, how they scale
through the organization, and the metrics/KPIs they impact.

Tuesday, May 21, 2024 / 11:00 AM - 11:45 AM PDT


ROUNDTABLE: TECHNOLOGY AS A TEAMMATE IN SALES

Melissa Hilbert, VP Analyst, Gartner

CSOs need to evolve the way sales technology supports sellers by elevating
technology to become a teammate, rather than just being deployed as another
tool. Join this roundtable to share best practices and collaborate with your
peers on how to identify opportunities to elevate technology to teammate status,
how to craft compelling change narratives to gain organizational buy-in and how
to best 'recruit' technology into the business.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Tuesday, May 21, 2024 / 11:00 AM - 11:45 AM PDT


ROUNDTABLE: GENERATION Z: THE KEY TO UNLOCKING SALES PERFORMANCE

Alice Walmesley, Director, Advisory, Gartner

Liam Kelly, VP, Team Manager, Gartner

Gen Z is projected to comprise 27% of the workforce by 2025. So far, Gen Z isn't
thrilled with B2B sales — with low intent to stay and high reluctance to
recommend a sales career. As baby boomers retire, CSOs must adapt their approach
to meet the expectations of this new generation. But the typical playbook won't
work with this crowd. This session dives into talent strategies for engaging Gen
Z, offering insights from CSO peers.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Tuesday, May 21, 2024 / 11:00 AM - 12:30 PM PDT


WORKSHOP: 4 SALES TECH STRATEGY QUESTIONS TO DESIGN AN IMPACTFUL SELLER ACTION
HUB

Guy Wood, Sr Director Analyst, Gartner

Adnan Zijadic, Director Analyst, Gartner

In this exclusive workshop tailored for Sales Operations leaders and their
technology teams, we delve into the imperative task of crafting an effective
seller action hub, more than just a sales tech stack. Apply the four critical
questions that stand at the crossroads of sales innovation to your company and
chart the course for your sales tech strategy.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Tuesday, May 21, 2024 / 12:30 PM - 01:00 PM PDT


ACHIEVING YOUR REVENUE GOALS DEPENDS ON BUILDING TRUST WITH MILLENNIAL BUYERS

Tyler Huguley, Sr Director Analyst, Gartner

Overnight the buyer landscape in B2B sales shifted. Millennials are now the
largest generation in the workforce. Millennials have very different buying
preferences that requires new ways to connect and influence their decisions.
This session will detail how CSOs must bridge the gap to the millennial buyer,
how to build trust during the buying process, and the important role third
parties play.

Tuesday, May 21, 2024 / 12:30 PM - 01:15 PM PDT


ASK THE EXPERT: SALES COMPENSATION STRATEGIES AND TACTICS TO PROMOTE REVENUE
GROWTH

Dave Egloff, VP Analyst, Gartner

Sales compensation and other extrinsic rewards and recognition programs are key
drivers aligning sales motives with corporate growth drivers. Join a Q&A
discussion with a Gartner expert on sales compensation and rewards.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Tuesday, May 21, 2024 / 12:30 PM - 01:15 PM PDT


CSO CIRCLE ASK THE EXPERT: CSO SUCCESSION PLANNING FOR SALES TEAMS

Christopher Gamble, Sr Director Analyst, Gartner

Chief sales officers (CSOs) must create effective succession management plans to
retain and promote sales talent and adapt to changing workplace environments.
This session enables sales leaders to identify succession candidates for
specific roles within the sales organization and lead a discussion to evaluate
identified succession candidates.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Tuesday, May 21, 2024 / 02:30 PM - 03:00 PM PDT


SALES LEADERSHIP'S ROLE IN DRIVING COMMERCIAL OUTCOMES THROUGH A
MULTIGENERATIONAL EVP

Bill Yetman, Sr Director Analyst, Gartner

Commercial organizations are struggling to attract and retain critical talent as
new generational preferences emerge. Learn what Gartner has identified as
critical attributes for a modern sales culture and tools that leaders can use to
identify and prioritized attributes for a competitive advantage.

Tuesday, May 21, 2024 / 04:00 PM - 04:30 PM PDT


UNLOCK THE NEURODIVERGENT ADVANTAGE TO ATTRACT AND RETAIN HIGH PERFORMING
SELLERS

Christopher Gamble, Sr Director Analyst, Gartner

Embark on a strategic exploration of talent challenges in today's sales
landscape. This session unveils actionable strategies for unlocking the
neurodivergent advantage in your sales teams. Discover how to attract and retain
high-performing sellers by leveraging this unique talent pool, and revolutionize
your sales organization with practical insights on driving success with
neurodivergent individuals.

Tuesday, May 21, 2024 / 04:00 PM - 04:45 PM PDT


CSO CIRCLE ASK THE EXPERT: HOW TO BUILD A COACHING CULTURE

Rachael Buchler, Sr Director Analyst, Gartner

Liam Kelly, VP, Team Manager, Gartner

It’s no longer enough to deliver a coaching manager program; a winning coaching
culture can only be achieved through successfully sustaining and embedding
coaching as an integral activity that rinses across daily operating rhythms.
Sales enablement leaders must set a clear vision for frontline sales managers to
focus on improving their coaching effectiveness and positively influencing
seller behavior change.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Wednesday, May 22, 2024 / 10:30 AM - 11:00 AM PDT


REBUILDING THE SALES MANAGER ROLE OF THE FUTURE

Alice Walmesley, Director, Advisory, Gartner

Managers face challenges in driving behavior change among sellers due to
competing demands, data overload and coaching difficulties. The role has become
too big and too difficult for most managers to handle. This session will explore
how CSOs must reduce the scope of the sales manager role by looking at
technology as a teammate for managers and focusing managers on the parts of the
role that deliver the most unique human value.

Wednesday, May 22, 2024 / 12:00 PM - 12:30 PM PDT


TURN CUSTOMER CONVERSATIONS INTO GO-TO-MARKET INSIGHTS WITH CALL AI

Guy Wood, Sr Director Analyst, Gartner

Customer calls are full of go-to-market gold but Sales Operations leaders
struggle to unlock insights from them. Discover how treating key customer
conversations as a data source can benefit the entire go-to-market organization.
The presentation will cover how to develop talent, infuse precision into
deal-health evaluations, automate CRM administrative burdens and sculpt
compelling customer-centric sales positioning with call data.

Wednesday, May 22, 2024 / 12:00 PM - 12:45 PM PDT


CSO CIRCLE ASK THE EXPERT: HOW TO BUILD A COACHING CULTURE (REPEAT)

Rachael Buchler, Sr Director Analyst, Gartner

It’s no longer enough to deliver a coaching manager program; a winning coaching
culture can only be achieved through successfully sustaining and embedding
coaching as an integral activity that rinses across daily operating rhythms.
Sales enablement leaders must set a clear vision for frontline sales managers to
focus on improving their coaching effectiveness and positively influencing
seller behavior change.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Wednesday, May 22, 2024 / 02:00 PM - 02:30 PM PDT


FUTURE PROOF YOUR SALES TEAM BY PRIORITIZING HUMAN-CENTRIC VALUES

Doug Bushée, VP Analyst, Gartner

The disconnect between traditional sales culture and the evolving needs of
current and future sellers puts many organizations at a disadvantage in
attracting and retaining talent. This session will explore strategies to close
the divide by implementing a more human-focused approach to employee value
propositions.

Wednesday, May 22, 2024 / 03:30 PM - 04:00 PM PDT


BEING HUMAN: THE NEW HIGH PERFORMER’S SUPERPOWER

Robert Blaisdell, VP Analyst, Gartner

Evolving buying dynamics and a fast-moving technology landscape are reshaping
the relationship between human sellers, technology teammates, human buyers and
technology buyers. CSOs must identify which parts of the human selling role
can’t, and shouldn’t, be replaced by technology. This breakout will explore how
high-performing sellers use technology to enhance their human connection with
customers, and the human skills that deliver outsized value in this
machine-driven world.


TRACK D: IMPROVE SPEED, PRECISION AND RESILIENCE THROUGH OPERATIONS AND
ENABLEMENT

Tuesday, May 21, 2024 / 11:00 AM - 11:30 AM PDT


CREATE A GENERATIVE AI ROADMAP FOR YOUR SALES ORGANIZATION

Doug Bushée, VP Analyst, Gartner

Recent advances in generative AI make it the most disruptive set of technologies
to impact sales organizations in decades. This presentation will provide sales
leaders with a process for exploring, evaluating, and embedding generative AI
capabilities and skills within sales organizations to increase sales
productivity and performance.

Tuesday, May 21, 2024 / 12:30 PM - 01:00 PM PDT


IT'S TIME TO REBOOT YOUR SALES FORECASTING CAPABILITY

Steve Rietberg, VP Analyst, Gartner

Sales forecasting is frequently considered a top priority and challenge for
sales organizations. But persistent change and growing data volumes make it
harder to sustain or improve forecast accuracy. Recent technological advances
offer game-changing features that allow organizations to use technology as a
teammate and make meaningful improvements to the accuracy and efficiency of
their forecasting processes.

Tuesday, May 21, 2024 / 02:30 PM - 02:50 PM PDT


MAGIC QUADRANT FOR SALES FORCE AUTOMATION (SFA) PLATFORMS

Steve Rietberg, VP Analyst, Gartner

Gartner’s Magic Quadrant for SFA Platforms profiles leading vendors and
illustrates the evolution of the SFA market. You’ll learn who the leading
providers are in the SFA market and why; where are vendors focusing their
innovation efforts; and which capabilities should you be prioritizing.

Tuesday, May 21, 2024 / 02:30 PM - 03:00 PM PDT


THE ONE TEAM ALL CSOS NEED (BUT DON’T HAVE) TO ELEVATE THEIR DECISIONS

Tyler Huguley, Sr Director Analyst, Gartner

CSOs want to make data-driven decisions, but there is too much data and too
little cross-functional collaboration. And honestly, CSOs don't need to be
analyzing data. CSOs need more than data, they need intelligence to make quality
decisions. This session details the one team CSOs need, but most don't have,
that will immediately elevate their decision quality and outcomes.

Tuesday, May 21, 2024 / 02:30 PM - 03:15 PM PDT


ASK THE EXPERT: MEASURE THE IMPACT OF ENABLEMENT: LEVERAGE ROBUST MEASUREMENT TO
DEMONSTRATE VALUE

Shayne Jackson, Sr Director Analyst, Gartner

Enablement teams have consistently struggled with demonstrating the impact they
have on sellers and the sales organization. In this session, we will walk
through how to develop an impact plan, with a focus on identifying and
prioritizing critical behaviors, measuring them, and tying them to sales
results. This session will draw on the Sales Enablement Impact Planning Guide.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Tuesday, May 21, 2024 / 02:30 PM - 04:00 PM PDT


WORKSHOP: ADOPT GENAI WITH CONFIDENCE BY MASTERING 3 SKILLS

Sandhya Mahadevan, Sr Director Analyst, Gartner

Generative AI's impact on revenue technology is only expected to grow. Revtech
vendors are rapidly making GenAI a part of their product offerings. The
possibilities for using GenAI as the sales organization's teammate are endless.
But that means managing GenAI like you would manage a teammate. In this highly
interactive workshop, you will work in small teams to practice 3 keys to
adopting GenAI with confidence.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Tuesday, May 21, 2024 / 04:00 PM - 04:30 PM PDT


THE TOP 5 TECHNOLOGIES CSOS NEED TO INVEST IN TO IMPROVE BUYER ENGAGEMENT AND
EXPERIENCE

Melissa Hilbert, VP Analyst, Gartner

CSOs must know about the five technologies they should invest in to improve
buyer engagement and experience to drive growth. As a result, you will be able
to improve revenue and growth with customers now, and in the near and far
future.

Tuesday, May 21, 2024 / 04:00 PM - 04:45 PM PDT


ASK THE EXPERT: START YOUR REVOPS JOURNEY WITH SMALL WINS, NOT A BIG BANG

Tyler Huguley, Sr Director Analyst, Gartner

Does the thought of launching RevOps seem overwhelming? Are silos all around and
unwilling to yield control or influence? This session will provide sales
operations leaders options on how to jump-start RevOps within their
organizations and bust some commonly held misperceptions about RevOps too.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Wednesday, May 22, 2024 / 10:30 AM - 11:00 AM PDT


THE BALANCED SALES PLAYBOOK: BLENDING AI AND CONVENTIONAL TECHNIQUES

Adnan Zijadic, Director Analyst, Gartner

Not all is lost to AI, there is a harmony that needs to be explored to maximize
the benefit for your frontline sellers. At the heart of your sales playbook is
your guided selling technology and process. These are not to be replaced by AI,
but can be supercharged by it. Learn how to achieve competitive advantage by
balancing conventional techniques and processes with the promise of AI.

Wednesday, May 22, 2024 / 10:30 AM - 11:15 AM PDT


ASK THE EXPERT: MASTER THE CRUCIAL CONVERSATION WITH SALES AND REVENUE
TECHNOLOGY PROVIDERS

Alyssa Cruz, Sr Principal Analyst, Gartner

It's no secret that buying sales and revenue technology has become increasingly
difficult. Organizations have to balance different priorities amongst their
buying team, determine if vendors can actually address those and ensure they are
buying something that exists in reality and isn't simply a dream. This
interactive session explores how to master crucial conversations with tech
providers and cut through noise value proportion and misleading sales messaging.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Wednesday, May 22, 2024 / 10:30 AM - 12:00 PM PDT


WORKSHOP: IS THIS WHAT OUR CUSTOMERS GO THROUGH? BUYING REVTECH WORKSHOP FOR THE
CSO

Tom Cosgrove, Sr Director Analyst, Gartner

Function-led tech and services purchasing is on the rise. As a CSO or head of
enablement/operations, you may find yourself leading the charge on actually
procuring the tech you find necessary for sales team excellence more than ever
before. Instead of leveraging buying process data to sell better, let's explore
how Gartner's buying process research and support can help you effectively make
the tech investments necessary to fuel your growth plans.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Wednesday, May 22, 2024 / 12:00 PM - 12:20 PM PDT


EXPLORING THE SALES AND REVENUE TECHNOLOGY HYPE CYCLE: HYPE VERSUS REALITY

Melissa Hilbert, VP Analyst, Gartner

Understand key technology you may want to invest in that is emerging, adolescent
and maturing in the market for sales and revenue technology.

Wednesday, May 22, 2024 / 12:00 PM - 12:30 PM PDT


ENABLEMENT'S GUIDE TO IMPROVING BUYER INTERACTIONS THROUGH DIGITAL TOOL ADOPTION

Alyssa Cruz, Sr Principal Analyst, Gartner

Many organizations fail to achieve adoption of buyer enablement tools as they
mistakenly align seller use to an increased quantity of buyer interactions,
rather than their impact on improving deals. Sales enablement leaders can avoid
this by structuring tool development around their ability to help buyers make
high quality purchases and shifting the conversation from traditional adoption
to measured value.

Wednesday, May 22, 2024 / 02:00 PM - 02:30 PM PDT


UNLOCK THE HIDDEN TREASURE: USE CUSTOMER ANALYTICS TO OWN THE BUYER JOURNEY

Simon Escobar, Director Analyst, Gartner

This session is intended to help sales operations leaders design and align
customer analytics with cross-functional customer-centric goals and objectives,
fostering end-to-end buyer journey insights that drive joint commercial
decisions.

Wednesday, May 22, 2024 / 02:00 PM - 02:45 PM PDT


CSO CIRCLE ASK THE EXPERT: CSO SUCCESSION PLANNING FOR SALES TEAMS (REPEAT)

Christopher Gamble, Sr Director Analyst, Gartner

Chief sales officers (CSOs) must create effective succession management plans to
retain and promote sales talent and adapt to changing workplace environments.
This session enables sales leaders to identify succession candidates for
specific roles within the sales organization and lead a discussion to evaluate
identified succession candidates.

Please Note: Based on availability and eligibility you may sign-up for the
session via Conference Navigator after you register for this conference.

Wednesday, May 22, 2024 / 03:30 PM - 04:00 PM PDT


ENABLEMENT'S PLAN FOR OUTSIZED IMPACT: ALIGN SALES STRATEGY, MARKETING AND
BEHAVIOR CHANGE

Shayne Jackson, Sr Director Analyst, Gartner

Reactive enablement functions put sales targets at risk because they are unable
to help sellers adapt to shifting B2B buying behaviors. Enablement leaders who
align their initiatives to specific sales strategies have an outsized impact on
achieving sales goals by catalyzing seller action.

Wednesday, May 22, 2024 / 03:30 PM - 04:00 PM PDT


MANAGE DATA DEBT WISELY TO MAXIMIZE YOUR REVENUE POTENTIAL

Sandhya Mahadevan, Sr Director Analyst, Gartner

When CSOs neglect their data, or cede accountability to someone else, they
accumulate data debt. It compounds over time and affects generations of talent
in the sales organization. Buying more technology to mask your data debt sinks
you even deeper. All this is completely avoidable! In this session, participants
will learn to estimate the severity of their data debt, and to take simple
actions to restore revenue potential.

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