The Gartner Sales Podcast

Welcome to the “Great Sales Awakening.” In this episode of the Gartner Sales Podcast, host Betsy Gregory-Hosler and Dan Gottlieb explore this uniquely transformative era in B2B sales. Changes in labo…

In the latest episode of the Gartner Sales Podcast, host Betsy Gregory Hosler talks with Gartner experts Kevin Hooper and Andy Clement to explore sales leadership in uncertain times. These seasoned e…

CSOs grapple with two challenges: the relentless pressure to hit quarterly targets and the need to sustain competitiveness in the long term. Research shows that only 11% of organizations successfully…

In this episode of the Gartner Sales Podcast, host Betsy Gregory-Hosler interviews Nacho Castroverde from Cisco about a groundbreaking AI-powered prospecting tool that is transforming their sales pro…

As challenges arise, chief sales officers (CSOs) are often trapped between their desire to take action and the fear of hurting revenue growth. In this episode, Gartner Sales Podcast host, Betsy Grego…

In this episode, we explore the Gartner Leadership Visions for 2025, highlighting recommendations tailored to chief sales officers, sales enablement leaders and sales operations leaders. Gartner expe…

Sales development is an essential function for addressing pipeline challenges and driving business growth. However, CSOs are struggling to evolve the function and maximize SDRs’ impact on revenue. Ga…

The role of the chief sales officer (CSO) is evolving. The drive to align commercial functions is sparking growth and transformation in the CSO role itself. Podcast host Betsy Gregory-Hosler speaks w…

Sales leaders prioritize meeting buyer expectations but often fail to account for the underlying element affecting most major purchases: emotions. In this episode, hosts Billy Luckey and Betsy Gregor…

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 epis…

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 direc…

Despite their insights on buyers, markets and growth, CSOs rarely become CEOs. In this episode, hosts Billy Luckey and Betsy Gregory-Hosler sit down with Heather Combs, a former CSO turned CEO, to di…

Sales expert Lori Richardson joins Betsy and Billy to discuss the state of women in B2B sales, including the opportunities a sales career offers, the barriers women face and the actions you can take …

As your organization’s growth strategy evolves, is your go-to-market strategy keeping up? In this episode of the Gartner Sales Podcast, co-hosts Betsy Gregory-Hosler and Billy Luckey speak with Gartn…

After over a year of hype, what is the real state of generative AI (GenAI) in B2B sales? In this episode, Betsy and Billy speak with Gartner expert Adnan Zijadic to discuss how sales leaders and the …

In 2024, the most successful CSOs will exert as much influence internally as they do externally, aligning closely with executive peers and championing the commercial organization’s needs. In this epi…

In this episode of the Gartner Sales Podcast, Betsy and Billy sit down with Gartner Chief of Research Robert Blaisdell to discuss our recently published 2024 CSO Leadership Vision. Robert explains th…

Sales leaders have great expectations for their key account programs, but they frequently disappoint.  Gartner expert Dan Hawkyard joins Betsy and Billy to discuss why key accounts so often underperf…

Your sales strategy may be a work of art, but the most brilliant plan means nothing if sellers won’t execute. In this episode of the Gartner Sales Podcast, Betsy and Billy talk to Gartner Sr. Researc…