In this engaging conversation, Kevin Hooper, an Executive Partner at Gartner with a rich history in tech leadership, and Andy Clement, a former Chief Customer Officer at Kimberly-Clark, share their insights on leading sales teams in unpredictable markets. They discuss strategies for building strong relationships and making data-driven decisions during crises like the Great Recession and the COVID pandemic. The duo emphasizes empathy, communication, and resilience while recommending books that foster personal growth and mental toughness in turbulent times.
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volunteer_activism ADVICE
Leverage Relationships in Uncertainty
Leverage established relationships with your team, C-suite, and customers during uncertain times.
Prepare for a long-term effort as disruptions rarely resolve quickly.
question_answer ANECDOTE
Great Recession Lessons
Kevin Hooper reflects on his experience during the Great Recession in 2008 that shaped his approach to disruptive market changes.
He stresses learning from mistakes and objectively analyzing data rather than relying on opinions during crises.
volunteer_activism ADVICE
Use Data to Act Quickly
Monitor key business indicators like pipeline size and transaction velocity to detect disruption early.
Prepare pre-formulated actions to respond quickly and adapt as conditions change.
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The Martian tells the story of astronaut Mark Watney, who is presumed dead and left stranded on Mars after a fierce storm. With limited supplies, Watney must draw upon his ingenuity, wit, and spirit to subsist and find a way to signal to Earth that he is alive. Meanwhile, NASA and a team of international scientists work tirelessly to bring 'the Martian' home, while Watney faces numerous challenges in his quest for survival. The novel is praised for its blend of science, humor, and suspense.
The Four Foundations of Golf
The Four Foundations of Golf
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Jon Sherman
The Four Foundations of Golf, by Jon Sherman, delves into the fundamental aspects of the game, providing a comprehensive approach to improvement. The book emphasizes the importance of understanding the four key areas of the game: the mental game, the short game, the full swing, and course management. Sherman offers practical strategies and drills to help golfers improve their skills in each area. He also explores the importance of developing a consistent practice routine and using data-driven feedback to track progress. The book is designed to help golfers of all skill levels improve their game and achieve their goals.
Golf Is Not a Game of Perfect
Bob Rotella
Filled with insightful stories about golf and the golfers Dr. Rotella works with, this book focuses on creating an attitude and mindset that enhances all aspects of a golfer's game, from mental preparation to competition. Rotella stresses the importance of confidence, a positive attitude, and persistence. He advises golfers to train their swing mechanics during practice and trust them on the course, focusing on targets and strategy rather than mechanics. The book also highlights the need for a pre-shot routine and the importance of staying in the present and avoiding distractions during the game.
The obstacle is the way
Ryan Holiday
In 'The Obstacle Is the Way', Ryan Holiday presents a framework for turning obstacles into successes. Drawing from the philosophy of Stoicism and the writings of Marcus Aurelius, Holiday outlines three disciplines: perception, action, and will. He illustrates these principles with historical anecdotes from figures such as John D. Rockefeller, Amelia Earhart, Ulysses S. Grant, and Steve Jobs. The book emphasizes the importance of perception in shaping one's response to obstacles, the need for intentional and creative action, and the cultivation of will to persist through challenges. Holiday argues that by adopting these Stoic principles, individuals can transform their obstacles into opportunities for growth and success.
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 executives share strategies for navigating volatile, uncertain, complex, and ambiguous (VUCA) environments, drawing lessons from their own leadership roles during past crises like the Great Recession and COVID-19 pandemic.
Andy Clement is an Executive Partner with Gartner's Chief Sales Officer program, where he coaches, guides, and challenges sales leaders who are Gartner clients. He joined Gartner in August 2024.
Andy retired from Kimberly-Clark in March 2024 after a distinguished 33-year career. During his tenure, he held various key roles, including chief customer officer, vice president of sales, general manager, strategy director, marketing director, and manufacturing director. Andy earned his executive MBA from Vanderbilt University and his undergraduate degree from Wake Forest University.
Kevin Hooper is an Executive Partner at Gartner, where he leverages over three decades of experience in technology and sales to advise clients on strategic growth and operational excellence. Before joining Gartner, Kevin held leadership roles at companies including Oracle, NEC, Hewlett-Packard, IBM, and Lenovo, where he served as North America president and general manager of the Infrastructure Solutions Group. His extensive background encompasses expertise in cloud business analytics, enterprise solutions, sales operations and strategy. Kevin is dedicated to helping organizations optimize their strategies and achieve their business objectives.
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