The Gartner Sales Podcast Leading Sales in Turbulent Times
15 snips
May 2, 2025 
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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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.
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.
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.
