The Sales Leader’s Challenge, with David Brock

FromThe Gartner Sales Podcast

Start listening View podcast show

The Sales Leader’s Challenge, with David Brock

FromThe Gartner Sales Podcast

ratings:

Length:

31 minutes

Released:

Jan 25, 2023

Format:

Podcast episode

Description

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.

Released:

Jan 25, 2023

Format:

Podcast episode

Titles in the series (47)

Betsy Gregory-Hosler and Doug Bushee sit down with leading experts across Gartner and beyond to highlight important implications and unexpected findings for senior sales leaders from across the company’s vast range of cutting-edge research.

Skip carousel

The Gartner Sales Podcast: A Preview: Coming soon, the Gartner Sales Podcast, with Brent Adamson. The Gartner Sales Practice is excited to introduce its new podcast featuring some of our best researchers and analysts discussing their latest findings and the practical implications for sales leaders around the world. by The Gartner Sales Podcast
1 min listen
Returning Field Sellers to the Field, with Maria Boulden: Brent Adamson sits down with Gartner’s Maria Boulden to discuss the challenges and risks of returning field sellers to the field, along with some of the protocols likely necessary to make that happen. by The Gartner Sales Podcast
30 min listen
Engaging Customers in an Economic Crisis: The single most unproductive question you can ask customers today is, “How can we help?” Gartner Distinguished Vice President and podcast host, Brent Adamson, examines two critical dimensions of customer engagement in a time of deep economic uncertainty and disruption: How to engage customers productively and how to manage tough customer conversations. Both are critically important for sales success today. by The Gartner Sales Podcast
20 min listen
Three Ways to Ensure Virtual Sales Training Quality With Doug Bushée: In this podcast, Brent Adamson speaks with analyst Doug Bushée about how sales enablement leaders should use training design components to make their virtual training more effective and engaging. by The Gartner Sales Podcast
30 min listen
A Framework for Effective Virtual Selling With Neha Ahuja: In this podcast, Brent Adamson joins director of research, Neha Ahuja, to explore a comprehensive framework for supporting sales professionals now selling virtually. by The Gartner Sales Podcast
26 min listen
Rebooting Sales Prospecting in the Time of COVID-19, With Craig Riley: In this podcast, Brent Adamson speaks with Gartner analyst, Craig Riley about the steps sales professionals can take to recalibrate their new-customer prospecting efforts to the current climate. by The Gartner Sales Podcast
30 min listen
The Top Five Errors When Buying Sales Technology, With Craig Rosenberg: In this episode of the Gartner Sales Podcast, Brent Adamson sits down with Craig Rosenberg to discuss the five most common mistakes sales leaders make in buying and implementing sales technology. by The Gartner Sales Podcast
34 min listen
Building a Customer-Verified Buying Journey with Steve Rietberg and Tom Cosgrove: In this episode of the Gartner Sales Podcast, Brent Adamson chats with Gartner analysts Steve Rietberg and Tom Cosgrove about the specific steps involved in building a “customer-verified” pipeline, including customer research, metrics design, and organizational implementation. by The Gartner Sales Podcast
35 min listen
Transforming Quarterly Business Reviews into Customer Collaboration, With Robert Blaisdell: In this podcast, Brent Adamson speaks with Gartner analyst Robert Blaisdell about redesigning customer QBRs to emphasize collaborative, future-focused strategizing in order to improve account performance. by The Gartner Sales Podcast
35 min listen
Three Guiding Principles for Sales Compensation in Uncertain Times, with Steve Herz: In this podcast, Brent Adamson speaks with Gartner Analyst, Steve Herz about strategic sales compensation design and reviews three key considerations especially important in times of economic uncertainty. by The Gartner Sales Podcast
37 min listen
The B2B Sales Leadership Vision for 2021 With Nick Toman: In this episode of the Gartner Sales Podcast, Brent Adamson sits down with Chief of Research, Nick Toman to discuss the Garnter’s recently published “Leadership Vision for 2021: Chief Sales Officer,” one in a series of “vision documents” designed to help c-suite officers anticipate market changes and necessary strategic responses across the coming year. by The Gartner Sales Podcast
53 min listen
(Re)Designing Sales Territories in a Time of Disruption With Dave Egloff: In this podcast, Brent Adamson speaks with Gartner analyst, Dave Egloff, about the many, interconnected dimensions one must consider to successfully redesign sales territories in light of market disruption. Run time: 26:18 by The Gartner Sales Podcast
26 min listen
Maximizing First-Line Sales Manager Impact With Danielle McKinley: In this episode of the Gartner Sales Podcast, Brent Adamson sits down with Director of Advisory, Danielle McKinley to discuss the unexpected findings, key takeaways, and best next steps from Gartner’s brand new research on first-line sales managers. by The Gartner Sales Podcast
29 min listen
3 Strategic Sales Imperatives for the Post-Pandemic Reset With Dave Egloff and Maria Boulden: In this episode of the Gartner Sales Podcast, Brent Adamson is joined by Dave Egloff and Maria Boulden to discuss three critical steps sales leaders can take today to prepare for a very different post-pandemic commercial landscape. by The Gartner Sales Podcast
38 min listen
Selling in a Time of Supply Chain Disruption: Brent Adamson sits down with Maria Boulden to discuss how to lead a sales organization through today’s supply chain disruptions. Runtime 38:33 by The Gartner Sales Podcast
39 min listen
Designing a Virtual Sales Kickoff Meeting With Shayne Jackson: In this podcast, Brent Adamson speaks with analyst Shayne Jackson about the steps sales enablement leaders can take to design and run an effective virtual sales kickoff meeting. by The Gartner Sales Podcast
41 min listen
The Keys to Hyper-Growth with Olivia Nottebohm: In Craig Rosenberg’s episodes of the Sales Leaders Podcast, he interviews revenue innovators to understand the strategy, people, process, technology and tactics they use to drive their phenomenal growth. by The Gartner Sales Podcast
43 min listen
The Human Role Within Digital Selling With Alice Walmesley: In this episode of the Gartner Sales Podcast, Brent Adamson chats with Gartner advisor, Alice Walmesly, about best practices from JLL and Express Scripts designed to tightly integrate human and digital sales channels to better support customers’ evolving buying preferences. by The Gartner Sales Podcast
38 min listen
The Framework for Explosive Growth With Doug Landis: Craig Rosenberg joins as another host for the Gartner for Sales Leaders Podcast. In Craig’s episodes, he interviews revenue innovators to understand the strategy, people, process, technology and tactics they use to drive their phenomenal growth. Runtime 42:02 by The Gartner Sales Podcast
42 min listen
A Strategic Roadmap for Accelerating Revenue Growth in 2021, With Craig Riley: In this episode of the Gartner Sales Podcast, Brent and Craig review important research laying out the top priorities, questions, and considerations that sales leaders should prioritize when seeking to drive growth across the coming year. As part of the discussion, Craig and Brent directly compare common and progressive approaches to growth in order to tease out the sometimes subtle but critical differences. by The Gartner Sales Podcast
32 min listen
Sales Tech Mayhem With Dan Gottlieb: In this episode of the Gartner Sales Podcast, Brent Adamson sits down with Gartner analyst Dan Gottlieb to discuss the rapidly evolving sales tech landscape. by The Gartner Sales Podcast
39 min listen
The Digital Evolution of B2B Sales: Brent Adamson sits down with Gartner analyst Steve Rietberg to discuss the rapidly evolving world of digital buying and selling and what it all means for today’s sales leaders. by The Gartner Sales Podcast
31 min listen
Driving Performance Through Improved Seller Motivation, with Alice Walmesley: Driving Performance Through Improved Seller Motivation, with Alice Walmesley by The Gartner Sales Podcast
20 min listen
Interview with Chris Degnan, Snowflake CRO: Craig Rosenberg joins as another host for the Gartner for Sales Leaders Podcast. In Craig’s episodes, he interviews technology sales leaders from the fastest growing companies in the world and the strategy, people, process, technology, and tactics they used to drive their phenomenal growth. by The Gartner Sales Podcast
50 min listen
The Biggest Trends in the Revenue Tech Stack, With Dan Gottlieb: Gartner for Sales’ Craig Rosenberg interviews revenue innovators to understand the strategy, people, process, technology and tactics they use to drive their phenomenal growth. by The Gartner Sales Podcast
32 min listen
The Blueprint for Scale With Dale Chang: Gartner for Sales’ Craig Rosenberg interviews revenue innovators to understand the strategy, people, process, technology and tactics they use to drive their phenomenal growth. by The Gartner Sales Podcast
41 min listen
Reduce Sales Cycles and Improve Customer Engagement Using AI: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Doug Bushée interview revenue innovators to understand the strategy, people, process, technology, and tactics required to drive growth. by The Gartner Sales Podcast
27 min listen
Enablement’s Evolution From Sales Enablement to Revenue Enablement, With Melissa Hilbert: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Doug Bushée interview revenue innovators to understand the strategy, people, process, technology and tactics required to drive growth. by The Gartner Sales Podcast
16 min listen
The Current Mindset of the Chief Sales Officer: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Doug Bushée interview revenue innovators to understand the strategy, people, process, technology, and tactics required to drive growth. by The Gartner Sales Podcast
24 min listen
Sales and Marketing Alignment in the New Commercial Engine, with Kristina LaRocca-Cerrone: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Doug Bushée interview revenue innovators to understand the strategy, people, process, technology, and tactics required to drive growth. by The Gartner Sales Podcast
25 min listen

More Episodes from The Gartner Sales Podcast

Skip carousel

From CSO to CEO, With Heather Combs: What does it take for a chief sales officer to become a CEO? The Gartner Sales Podcast welcomes Heather Combs, former sales leader and current CEO, to discuss her journey to the top. by The Gartner Sales Podcast
29 min listen
Opportunity and Obstacles: The State of Women in B2B Sales, With Lori Richardson: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Billy Luckey interview revenue innovators to understand the strategy, people, process, technology and tactics required to drive growth. by The Gartner Sales Podcast
26 min listen
Aligning Go-to-Market and Growth Strategies, With Rachael Buchler: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Billy Luckey interview revenue innovators to understand the strategy, people, process, technology, and tactics required to drive growth. by The Gartner Sales Podcast
20 min listen
The State of Generative AI in Sales, With Adnan Zijadic: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Billy Luckey interview revenue innovators to understand the strategy, people, process, technology and tactics required to drive growth. by The Gartner Sales Podcast
21 min listen
The CSO and the C-suite, with Dave Egloff: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Billy Luckey interview revenue innovators to understand the strategy, people, process, technology, and tactics required to drive growth. by The Gartner Sales Podcast
23 min listen
The 2024 CSO Leadership Vision, with Robert Blaisdell: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Billy Luckey interview revenue innovators to understand the strategy, people, process, technology and tactics required to drive growth. by The Gartner Sales Podcast
21 min listen
Optimizing Your Key Account Strategy, with Dan Hawkyard: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Billy Luckey interview revenue innovators to understand the strategy, people, process, technology and tactics required to drive growth. by The Gartner Sales Podcast
22 min listen
Driving Seller Behavior Change, with Delainey Kirkwood: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Billy Luckey interview revenue innovators to understand the strategy, people, process, technology, and tactics required to drive growth. by The Gartner Sales Podcast
19 min listen
The Seller Role of the Future with Alice Walmesley: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Billy Luckey interview revenue innovators to understand the strategy, people, process, technology and tactics required to drive growth. by The Gartner Sales Podcast
26 min listen
Buying Generative AI for Sales, with Dan Gottlieb: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Doug Bushée interview revenue innovators to understand the strategy, people, process, technology, and tactics required to drive growth. by The Gartner Sales Podcast
28 min listen
Answering Your Top Generative AI Questions With Dan Gottlieb: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Doug Bushée interview revenue innovators to understand the strategy, people, process, technology and tactics required to drive growth. by The Gartner Sales Podcast
30 min listen
The Sales Innovation Paradox With Howard Dover: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Doug Bushée interview revenue innovators to understand the strategy, people, process, technology, and tactics required to drive growth. by The Gartner Sales Podcast
34 min listen
When Machines Become Customers: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Doug Bushée interview revenue innovators to understand the strategy, people, process, technology and tactics required to drive growth. by The Gartner Sales Podcast
37 min listen
Leadership Vision for Sales Operations and the Power of Comparative Analytics: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Doug Bushée interview revenue innovators to understand the strategy, people, process, technology and tactics required to drive growth. by The Gartner Sales Podcast
18 min listen
Building a Sales Org Where Women Thrive, with Cynthia Barnes: Women remain underrepresented in B2B sales, according to new Gartner research. In this Gartner Sales Podcast Episode, co-hosts Doug Bushée and Betsy Gregory-Hosler speak with Cynthia Barnes on how to create a sales culture that welcomes and supports women sales professionals. by The Gartner Sales Podcast
25 min listen
Leadership Vision 2023, With Craig Riley: In this episode of the Gartner Sales Podcast, Betsy and Doug sit down with Gartner Chief of Research Craig Riley to discuss our recently published 2023 Leadership Vision series. Each Leadership Vision is individually tailored for CSOs, sales enablement leaders and sales operations leaders. They are designed to help sales leaders anticipate market changes and necessary responses across the coming year. by The Gartner Sales Podcast
23 min listen
Sales and Marketing Alignment in the New Commercial Engine, with Kristina LaRocca-Cerrone: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Doug Bushée interview revenue innovators to understand the strategy, people, process, technology, and tactics required to drive growth. by The Gartner Sales Podcast
25 min listen
Enablement’s Evolution From Sales Enablement to Revenue Enablement, With Melissa Hilbert: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Doug Bushée interview revenue innovators to understand the strategy, people, process, technology and tactics required to drive growth. by The Gartner Sales Podcast
16 min listen
Reduce Sales Cycles and Improve Customer Engagement Using AI: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Doug Bushée interview revenue innovators to understand the strategy, people, process, technology, and tactics required to drive growth. by The Gartner Sales Podcast
27 min listen
Driving Performance Through Improved Seller Motivation, with Alice Walmesley: Driving Performance Through Improved Seller Motivation, with Alice Walmesley by The Gartner Sales Podcast
20 min listen
The Current Mindset of the Chief Sales Officer: Gartner Sales Podcast co-hosts Betsy Gregory-Hosler and Doug Bushée interview revenue innovators to understand the strategy, people, process, technology, and tactics required to drive growth. by The Gartner Sales Podcast
24 min listen
The Biggest Trends in the Revenue Tech Stack, With Dan Gottlieb: Gartner for Sales’ Craig Rosenberg interviews revenue innovators to understand the strategy, people, process, technology and tactics they use to drive their phenomenal growth. by The Gartner Sales Podcast
32 min listen
The Blueprint for Scale With Dale Chang: Gartner for Sales’ Craig Rosenberg interviews revenue innovators to understand the strategy, people, process, technology and tactics they use to drive their phenomenal growth. by The Gartner Sales Podcast
41 min listen
The Digital Evolution of B2B Sales: Brent Adamson sits down with Gartner analyst Steve Rietberg to discuss the rapidly evolving world of digital buying and selling and what it all means for today’s sales leaders. by The Gartner Sales Podcast
31 min listen
The Keys to Hyper-Growth with Olivia Nottebohm: In Craig Rosenberg’s episodes of the Sales Leaders Podcast, he interviews revenue innovators to understand the strategy, people, process, technology and tactics they use to drive their phenomenal growth. by The Gartner Sales Podcast
43 min listen
Selling in a Time of Supply Chain Disruption: Brent Adamson sits down with Maria Boulden to discuss how to lead a sales organization through today’s supply chain disruptions. Runtime 38:33 by The Gartner Sales Podcast
39 min listen
The Framework for Explosive Growth With Doug Landis: Craig Rosenberg joins as another host for the Gartner for Sales Leaders Podcast. In Craig’s episodes, he interviews revenue innovators to understand the strategy, people, process, technology and tactics they use to drive their phenomenal growth. Runtime 42:02 by The Gartner Sales Podcast
42 min listen
Sales Tech Mayhem With Dan Gottlieb: In this episode of the Gartner Sales Podcast, Brent Adamson sits down with Gartner analyst Dan Gottlieb to discuss the rapidly evolving sales tech landscape. by The Gartner Sales Podcast
39 min listen
Interview with Chris Degnan, Snowflake CRO: Craig Rosenberg joins as another host for the Gartner for Sales Leaders Podcast. In Craig’s episodes, he interviews technology sales leaders from the fastest growing companies in the world and the strategy, people, process, technology, and tactics they used to drive their phenomenal growth. by The Gartner Sales Podcast
50 min listen
The Top Five Errors When Buying Sales Technology, With Craig Rosenberg: In this episode of the Gartner Sales Podcast, Brent Adamson sits down with Craig Rosenberg to discuss the five most common mistakes sales leaders make in buying and implementing sales technology. by The Gartner Sales Podcast
34 min listen

Related podcast episodes

Skip carousel

216: The CMO's Silver Linings Playbook by Renegade Marketers Unite
31 min listen
280: A B2B CMO Asks, Drew Answers: We’re switching things up for episode 280 of Renegade Marketers Unite. Instead of asking the questions, Drew will be answering them. Our special, stand-in host for this episode is Katrina Klier, CMO of , who led the conversation for the benefit of... by Renegade Marketers Unite
45 min listen
Weekend Conversations: How Leaders and Employees Can Navigate A Challenging 2024: On a new edition of Weekend Conversations, host Robert Glazer and producer Mick Sloan how leaders should discuss challenging economic environments by Elevate with Robert Glazer
41 min listen
15. B2B Marketing in 2022 by B2B Sales and Marketing #FriTalks
39 min listen
#43: Loyalty Marketing in B2B & Concepts Post-Covid - Dr David Cox by Let's Talk Loyalty
49 min listen
230: A New Playbook for B2B Marketers: Drew talks about how B2B marketing has changed in the last yer by Renegade Marketers Unite
46 min listen
"Focus On Who You Work With Rather Than Money Or The Company" CEO of Bowflex #1 Provider of Home Fitness Equipment | Jim Barr: What separates good leaders from great ones? Jim Barr is the CEO of Bowflex Inc. and in today’s podcast he shares the importance of choosing the right mentors and teams over brand names and salaries, offering a new perspective on career advancement.... by Great Leadership With Jacob Morgan
43 min listen
197: Rethinking Your Brand Promise…In a Hurry: CMO Jakki Geiger talks B2B marketing and brand messaging by Renegade Marketers Unite
37 min listen
Do CEOs Need Term Limits?: What does it take to be a great CEO in 2022? Leading with a True North, and breaking down some of the crusty hierarchical structures. Some leaders get it, and some really don’t. During Bill George’s tenure at Medtronic, the company’s market cap... by Motley Fool Money
31 min listen
Michael Bourque: Navigating Leadership Challenges with the Drop In CEO by The Drop In CEO
51 min listen
The Enterprise CMO: Chief Marketing Officer Guidance with Diana O'Brian - Deloitte: What is the future of enterprise marketing and the CMO role? Diana O’Brien, CMO at Deloitte, tells CXOTalk about changes in how large organizations approach marketing today, special challenges in marketing services, and trends like personalization.... by CXOTalk
47 min listen
895: Managing for Performance, with Brian Trautschold by Sales Strategy & Enablement by Revenue.io
51 min listen
Leading the Next Generation with Brad Kugler at Direct Mail 2.0: In today's ever-changing business environment, it's crucial for leaders to adapt their approaches and strategies to effectively guide and inspire the upcoming generation of talent. by Growth Think Tank
23 min listen
Stop Avoiding Brand in the Boardroom, with Drew Neisser by B2B Growth
31 min listen
What B2B can Learn from B2C, with Keith Messick by B2B Growth
37 min listen
The Top HR Trends that are Set to Disrupt the Workplace in 2023 (an interview with Diane Gherson, Dave Ulrich and David Green) by Digital HR Leaders with David Green
43 min listen
Bob Broeksmit: Playing to your strengths in business and on Capitol Hill: MBA President and CEO Bob Broeksmit on leadership during difficult times, playing to your strengths, and industry priorities for 2024. by Power House
43 min listen
204: Creating Your Own B2B Category by Renegade Marketers Unite
36 min listen
Ideas y tendencias de negocios para 2024 [#492]: Descubre las tendencias empresariales que resisten el paso del tiempo. En nuestro especial de 2022, acertamos con predicciones como MKT en servicios profesionales, complejización de ofertas y la profesionalización de oficios. Ahora, en este... by El Show de Superhábitos
55 min listen
Thought Leaders vs. Subject Matter Experts With Steve Watt by The Notorious Thought Leader
49 min listen
Why Lead Gen Is NOT Dead with Jason Bradwell of B2B Better: In this episode of Confessions of a B2B Marketer, I'm joined by Jason Bradwell of B2B Better. We get Jason to share his experience in the field and discuss lead generation strategies for large enterprise B2B companies (e.g. apparently lead gen is not dead!). He explains how to combine podcasting, trade publication relationships, and employee advocacy for extreme pipeline growth. by Confessions of a B2B Entrepreneur
31 min listen
What Good Demand Gen Will Look Like in 2023 by Demand Gen U
47 min listen
Why B2B Creators Are The Next Big Thing by Marketing School - Digital Marketing and Online Marketing Tips
4 min listen
Shorts: The Disparity Between B2B and B2C Sales by Bonanza: Product Growth
16 min listen
8: From Consulting to Fashion and Media: In this week's episode of Beyond Consulting, we welcome Rahul Malik, former Boston Consulting Group (BCG), and current Managing Director at The Business of Fashion. Rahul joins us to discuss how he successfully transitioned from consulting to the m... by Beyond Consulting
39 min listen
B2B Marketing Isn't So Different From B2C After All (Here's How To Make It Work!) - Evan Patterson by Funky Marketing: Bold Strategies for B2B Growth and Revenue
57 min listen
WBSP339: Grow Your Business by Learning the Nuances of B2B Digital Commerce Processes w/ Jay Schneider by WBSRocks: Business Growth with ERP and Digital Transformation
43 min listen
Ep. 151 | Digitally driving B2B Sales Performance. Ft. Michelle Bandler, Google by OnBase: Smashing Sales and Marketing Misalignments
30 min listen
780. Lessons Learned Transforming a Global Enterprise Marketing Organization: Unless you just woke up from a coma, you’ll probably agree that 2020 was a crazy year. And with that craziness came a need to transform marketing. But how do you seamlessly transform one department when every other department is busy transforming, too... by Move: The Go To Market Podcast
27 min listen
The Rise Of Chief Experience Officers: Over the last few years, more and more companies have created Chief Experience Officer positions, elevating the customer experience to the C-Suite. One person who stepped into this new role in 2019 was Julie Bowerman, Chief Global Digital Customer and... by The Modern Customer Podcast
36 min listen

Discover this podcast and so much more

The Sales Leader’s Challenge, with David Brock

The Sales Leader’s Challenge, with David Brock

Description

Titles in the series (47)

More Episodes from The Gartner Sales Podcast

Related podcast episodes