The Gartner Sales Podcast - Gartner

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Measuring the Impact of Sales Enablement

Episode 48

Friday, August 30, 2024 • Duration 19:17

Chief sales officers expect their enablement teams to drive seller productivity. Yet, sales enablement leaders struggle to demonstrate their influence on sellers and overall performance. In this episode, co-hosts Betsy Gregory-Hosler and Billy Luckey talk with Gartner expert Shayne Jackson about why enablement leaders struggle to show impact, why “random acts of enablement” are a problem and how a new approach can connect enablement to results.

Shayne Jackson covers enablement and talent management for the Gartner for Sales practice. His research and advice help chief sales officers and sales enablement leaders solve critical business challenges. His extensive global experience leverages a programmatic approach to learning, content and tools that elevate sales teams’ effectiveness.

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Portrait of the High-Performing Seller

Episode 47

Friday, August 2, 2024 • Duration 19:07

As the B2B sales environment has changed, the skills that sellers need to succeed have changed as well. In this episode, hosts Billy Luckey and Betsy Gregory-Hosler speak with Mike Katz, senior director for research at Gartner for Sales Leaders, to explore the latest research on critical seller skills, what has shifted in the B2B seller competency model, and how sales leaders can support these skills moving forward.

Mike Katz is a senior director of research in the sales practice at Gartner with over 15 years of experience leading and managing research teams and directing mixed-methods research projects. He leads multiple research teams to generate actionable business ideas and data-driven insights for sales executives. His current focus is on sales talent, enablement and strategic planning.

He has presented his research to thousands of business and government executives in briefings, webinars, workshops and conferences. His work has been featured in Harvard Business Review, The Washington Post, National Public Radio, and multiple academic journals and publications.

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The Seller Role of the Future with Alice Walmesley

Episode 38

Wednesday, October 25, 2023 • Duration 26:26

What does the future hold for the B2B seller? In this episode of the Gartner Sales Podcast, Betsy and Billy talk to Gartner expert Alice Walmesley, discussing how CSOs can reimagine the seller role for the future.

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Buying Generative AI for Sales, with Dan Gottlieb

Episode 37

Tuesday, September 26, 2023 • Duration 28:28

You may be sold on the value of Generative AI (GenAI), but how do you actually buy it? In this episode, Betsy and Doug continue their conversation with Dan Gottlieb, the lead analyst for GenAI in the Gartner sales practice. Dan discusses what B2B sales leaders should consider when acquiring GenAI capabilities for their sales organizations.

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Answering Your Top Generative AI Questions With Dan Gottlieb

Episode 36

Tuesday, August 22, 2023 • Duration 29:32

Generative AI (GenAI) offers new and exciting opportunities in B2B sales, if you can harness it. In this episode, Doug and Betsy speak with Dan Gottlieb, the lead analyst for GenAI in the Gartner sales practice. Dan sheds light on how GenAI can be used in B2B sales, ways to address common risk factors and where sales leaders can begin.

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The Sales Innovation Paradox With Howard Dover

Episode 35

Friday, May 26, 2023 • Duration 33:57

Amid economic uncertainty, technology is crucial to revenue growth. However, investments in sales training and enormous amounts of revenue technology are not improving sales effectiveness for most companies.

In this episode, Doug and Betsy speak with professor and author Dr. Howard Dover, discussing:

How to develop modern sales methods and become a sales disruptor
How digital buying has changed traditional sales activity
How organizational and environmental obstacles keep the field in a state of paradox

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When Machines Become Customers

Episode 34

Wednesday, April 26, 2023 • Duration 36:34

Machine customers aren’t just coming — in some places, they are already here. In this episode, Betsy and Doug speak with Don Scheibenreif and Mark Raskino, Gartner experts and authors of “When Machines Become Customers,” to discuss how machine customers are changing B2B sales. Don Scheibenreif is a distinguished vice president analyst at Gartner based in California and a leader of Gartner’s research on customer experience. He works primarily with IT and business leaders on topics at the intersection of technology and customers. Don has led the development of Gartner’s research on machine customers since 2015. He is an accomplished international keynote speaker and has won numerous thought leadership awards for his work on digital business, Gartner’s IT Symposium Opening Keynotes, and the future of customer experience. Before joining Gartner in 2010, Don spent 22 years as a senior marketing leader in the consumer packaged goods, retail and B2B distribution markets.

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Leadership Vision for Sales Operations and the Power of Comparative Analytics

Episode 33

Wednesday, March 22, 2023 • Duration 18:29

In this episode, Doug and Betsy speak with Steve Rietberg, VP analyst with Gartner’s Sales Research practice, about Gartner’s current sales operations leadership vision and the power of comparative performance metrics.

Steve Rietberg is a world-renowned author, speaker and sales operations leader with extensive experience conceiving and implementing methodology and technology solutions to address critical business needs. Steve specializes in mobilizing cross-functional teams to streamline operations and deliver actionable insights through data and analytics.

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Building a Sales Org Where Women Thrive, with Cynthia Barnes

Episode 32

Wednesday, February 22, 2023 • Duration 24:41

Women remain underrepresented in B2B sales, comprising 24% of individual seller roles and 21% of sales leadership roles, according to the 2022 Gartner Chief Sales Officer Strategy Survey.

In this episode of the Gartner Sales Podcast with co-hosts Betsy Gregory-Hosler and Doug Bushée, we talk to Cynthia Barnes, author, sales influencer, and founder of the National Association of Women Sales Professionals.

Many recruitment strategies that are geared to women don't work; Cynthia helps us unpack why that’s happening, even as there’s a sales talent scarcity across many industries.

Cynthia Barnes, founder of the National Association of Women Sales Professionals, is the first Black woman to keynote a national sales conference. She is a LinkedIn Top Voice, LinkedIn Top Sales influencer, and 2x Salesforce Top Influencer. Cynthia is also the creator of THRIVE: Success Strategies for Women in Sales, a women-centric sales training delivered to more than 15,500 women worldwide.

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The Sales Leader’s Challenge, with David Brock

Episode 31

Wednesday, January 25, 2023 • Duration 30:31

In this episode, the team speaks with sales thought leader David Brock. David shares his thoughts on the role of the CSO in 2023, the challenges sales leaders are facing, and key trends that are changing B2B sales.

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The Gartner Sales Podcast – Details, episodes & analysis

Podcast details

Recent rankings

Apple Podcasts

Spotify

Shared links between episodes and podcasts

RSS feed quality and score

Publication history

Latest published episodes

Related Shows Based on Content Similarities

Related Shows Based on Content Similarities

Apple Podcasts

Spotify

The Gartner Sales Podcast – Details, episodes & analysis

Podcast details

Recent rankings

Apple Podcasts

Spotify

Shared links between episodes and podcasts

Other2

RSS feed quality and score

Publication history

Latest published episodes

Similar podcasts and content

Related Shows Based on Content Similarities

Related Shows Based on Content Similarities

Other2

Apple Podcasts

Spotify