A new-to-role chief revenue officer works with Gartner to improve the company’s existing account management approach to unlock growth and increase revenue year-on-year.
By 2025 Gartner expects 80% of B2B sales interactions between suppliers and buyers to occur in digital channels. B2B buying behaviours have been shifting toward a buyer-centric digital model, a change that has been accelerated by the COVID-19 pandemic.
Fifty-three percent of surveyed organisations attribute poor sales data quality to inaccurate and incomplete data. Sales leaders responsible for sales analytics are faced with a widening gap between their stakeholders’ need for data-based insight and today’s status quo of data and analytics. Use our guide to achieve the full potential of your sales analytics.
Only 6% of CSOs say they are extremely confident about their team’s ability to meet or exceed revenue goals. To drive growth in existing accounts and capture new customers in these conditions, Gartner recommends a four-step approach with best practices to adopt in your own strategies.