CSOs, Build Stronger Pipeline Within Target Accounts

Chief sales officers (CSOs) consistently cite pipeline generation as a top priority. Yet, pipeline creation often falls short of what is needed to meet revenue targets in both new and existing accounts. This issue is made worse when sales miss opportunities in high-priority target accounts that have higher revenue or growth potential. Unfortunately, CSOs have continued a business-as-usual approach to pipeline generation and continue to have a one-size-fits-all strategy. However, by changing how sales collaborates with other functions, they can improve pipeline quality and develop more opportunities in priority target accounts. Join our experts in this complimentary Gartner sales webinar as they explore how CSOs are building stronger pipelines by adopting new approaches to building quality pipelines with target accounts. You will walk away from this session with answers to your vital questions, and a defined plan of action for your strategic goals.

• Why collaborative planning leads to better pipeline outcomes and how to do it 

• What sales and digital must do to drive more engagement in target accounts

• How to measure, evaluate and optimize target account pipeline programs 

Return to this web page to watch the webinar. Contact us at gartnerwebinars@gartner.com with questions about viewing this webinar.