A digital sales transformation can seem to be a daunting proposition for chief sales officers (CSOs) who must focus on making their number for the current year. This type of transformation, which all organizations will eventually need to undergo, reorganizes sales resources, processes and technologies around the experience of digitally empowered buyers, who expect a high degree of personalization and seamless transitions between human and non-human interactions as they pursue their self-directed buyer’s journey and implement the products that they buy. Unfortunately, most sales organizations have been slow to adapt to these requirements. In this guide, we share six planning assumptions that will help CSOs make progress in their digital transformation journey and achieve their 2020 revenue goals.
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2020 Planning Guides Overview
The SiriusDecisions 2020 Planning Guides uncover key trends, specific to each function of the revenue engine, that will help b-to-b leaders capitalize on opportunities and guide their annual planning.
Account-Based Marketing: Planning Guide 2020
In this guide, we describe five planning assumptions that ABM leaders should incorporate into their planning for 2020.
Brand and Communications: Planning Guide 2020
In this guide, we describe five planning assumptions that brand and communications leaders should incorporate into their planning for 2020.
Channel Sales Planning Assumptions Guide 2020
In this guide, we describe the four planning assumptions that channel sales leaders should incorporate into their planning for 2020.
Channel Marketing: Planning Guide 2020
In this guide, we describe five planning assumptions that channel marketing leaders should incorporate into their planning for 2020.
Chief Marketing Officers: Planning Guide 2020
In this guide, we describe five important trends that will impact the priorities of CMOs and marketing executives in 2020.
Content Strategy and Operations: Planning Guide 2020
In this guide, we recommend four actions that CMOs, content leaders and marketing teams should complete to identify and remedy their content engine gaps in 2020.
Customer Engagement: Planning Guide 2020
In this guide, we describe five trends that customer engagement leaders should incorporate into their planning for 2020.
Demand Marketing: Planning Guide 2020
In this guide, we describe six planning assumptions that demand leaders should incorporate into their planning for 2020.
Emerging Growth Marketing: Planning Guide 2020
In this guide, we describe five important trends that will impact emerging-company marketing leaders’ priorities in 2020.
Emerging-Company Sales Leader Planning Guide 2020
In this guide, we share six planning assumptions that will help sales leaders at emerging companies meet their sales goals in 2020 and beyond.
Financial Services Marketing Leaders: Planning Guide 2020
In this guide, we describe five key trends that will affect the priorities of marketing executives in the financial services industry in 2020.
Healthcare Marketing: Planning Guide 2020
In this guide, we describe six trends that healthcare marketing leaders should consider when planning for 2020.
Marketing Operations: Planning Guide 2020
In this guide, we describe six planning assumptions that will enable marketing operations leaders to drive positive change in 2020.
Product Management: Planning Guide 2020
In this guide, we describe six assumptions that product management leaders should incorporate into their planning for 2020.
Portfolio Marketing: Planning Guide 2020
In this guide, we describe six assumptions that portfolio marketing leaders should incorporate into their planning for 2020.
Sales Enablement: Planning Guide 2020
In this guide, we describe six planning assumptions that sales enablement leaders should incorporate into their planning for 2020.
Sales Operations: Planning Guide 2020
In this guide, we describe seven planning assumptions that sales operations leaders should incorporate into their planning for 2020.