This year’s conference theme Architecting Sales Success in the Age of AI, explores AI-driven strategies, leadership insights and proven frameworks for building agile, high-performing sales organizations ready to thrive in a fast-changing world. Explore the topics, all developed with this theme in mind.
Explore this year’s topics
View topics for CSO and sales executives and dive into last year’s sessions while we work on the full 2026 agenda.
Conference Topics at a Glance
Agentic AI in Sales
Uncover how agentic AI is transforming sales, driving action and insights, enhancing decision making for sales teams.
AI-First Sales Strategy
Discover how an AI-first sales strategy empowers teams by augmenting work, making it more efficient and driving insights that lead to improved sales outcomes.
Buyer Insights and Experience
Create and develop insights and strategies that drive high-value buyer engagements across all target personas.
Look back at 2025 conference sessions
There are many sessions happening each day at Gartner CSO & Sales Leader Conference 2025. While we work to develop this year’s agenda, filter to see sessions that align with your role and interests.
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Tuesday, May 20, 2025
11:00 AM - 11:30 AM PDT
What Are AI Agents and What Do They Mean for Sales?
Adnan Zijadic,
Sr Director Analyst, Gartner
This session demystifies AI Agents, examining their types and capabilities. Compare them to human agents, highlighting strengths, limitations, and collaboration opportunities. Discover how AI Agents can enhance sales strategies, improve customer interactions, and drive growth. Gain insights to effectively leverage AI in your sales organization and embrace the future of sales.
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11:00 AM - 11:30 AM PDT
Navigating AI's Impact on Sales Enablement Competency Models
Bill Yetman,
Sr Director Analyst, Gartner
AI has transformed skills needed for sales enablement, replacing manual tasks with Generative AI. Sales enablement teams now face challenges in adapting to new skills such as data literacy, AI proficiency, and content personalization, often without guidance on long-term role design. This session explores disruption sources, essential skills, and future role planning needs.
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11:00 AM - 11:30 AM PDT
Top 5 Commercial Threats CSOs Need to See Coming
Dave Egloff,
VP Analyst, Gartner
CSOs are confronted with unprecedented challenges and threats that demand strategic foresight and agility. This session provides an inventory of the top threats poised to reshape commercial enterprises and sales strategies over the next 12-18 months. Equip yourself with the knowledge and tools necessary to anticipate and navigate these changes to remain resilient and competitive
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11:00 AM - 11:30 AM PDT
Value Realization: The Key to Unlocking Customer Retention and Growth
Daniel Hawkyard,
Director Analyst, Gartner
Many sales organizations have their eye on the prize — a renewal or growth opportunity, but this requires the organization's focus on building successful customers. The gap between the value proposition and actual customer value realization poses a significant financial risk when roughly 65% of an organization’s revenue comes from existing customers. Learn the practices to close the value gap and build a value exchange to unlock customer retention and growth.
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12:30 PM - 01:00 PM PDT
Crossroads Debate: New Graduates Versus Seasoned Sellers
Doug Bushée,
VP Analyst, Gartner
Kristen Twining,
SVP Sales, FireMon
Dr. Howard Dover,
Director, Center for Professional Sales, UT Dallas
Don't miss this dynamic debate, moderated by Gartner's Doug Bushée, where two leading voices clash over optimal sales hiring strategies. Dr. Howard Dover from the University of Texas, Dallas, champions the potential of recent graduates, while Kristen Twining-Decker, SVP Sales at FireMon, advocates for the proven experience of seasoned sellers. Gain invaluable insights into the distinct advantages and disadvantages of each approach, empowering you to make strategic hiring decisions tailored to your organization's unique objectives.
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12:30 PM - 01:00 PM PDT
Strategies for Selling to Reluctant Buyers: Understanding Buyer Engagements
Luke Tipping,
Director Analyst, Gartner
CSOs are struggling to keep pace with rapidly evolving buyer preferences, failing to optimize buyer engagements across pure digital self-service, seller-only and digitally-augmented seller touchpoints. Join this session to learn how to adapt sales engagement strategies by blending these three touchpoints to deliver valuable buyer engagements throughout the customer buying journey.
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12:30 PM - 01:00 PM PDT
What Future-Forward RevOps Looks Like
Sandhya Mahadevan,
Sr Director Analyst, Gartner
The charter of sales operations needs to evolve to support modern selling and facilitate a unified commercial strategy by adopting RevOps. The most successful sales operations organizations are not necessarily the ones with the biggest budgets or all the latest technology. Learn about three traits that separate resilient, future-forward RevOps organizations from the rest.
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12:30 PM - 01:00 PM PDT
Leveraging AI to Drive Adaptive Strategy: Lessons From 3 Leading Organizations
Alice Walmesley,
Director, Advisory, Gartner
Discover how leading organizations are harnessing the power of AI to create adaptive strategies that significantly boost commercial success. Sales organizations that are adaptive by design are over three times more likely to achieve strong commercial outcomes. Delve into the experiences of Mimecast, Equinix, and Cisco, three companies that have effectively utilized AI to enhance agility and make timely pivots.
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02:30 PM - 03:00 PM PDT
Untapped Potential: Use Technology to Maximize Profitability
Mark Lewis,
Sr Director Analyst, Gartner
Harness profit optimization technology to elevate B2B profitability. Integrate price optimization, deal negotiation, and rebate management to craft profit-maximizing deals. By adopting these tools, organizations can boost margins by 1% or more, realizing a 10x return on investment. This approach not only enhances financial performance but also strengthens competitive advantage.
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