The Gartner Sales Podcast

Today’s selling environment is taking a toll on sellers. Supply chain issues, price increases, and the challenges presented by working in a more remote and digital environment lead to seller fatigue, decreased morale, and higher attrition. Sales leaders are working harder than ever to keep seller motivation high and address these issues. In this episode, the team sits down with Alice Walmesley, director, advisory, from the Gartner for Sales Leaders practice. Alice shares new Gartner research into seller motivation and shows us that a focus on seller drive may be missing the mark.Alice Walmesley is a Director in Gartner’s Expert Advisory team. Alice consults with cross-industry heads of sales/senior sales leaders to understand and address their most pressing challenges and opportunities for growth. She provides guidance derived from Gartner sales quantitative and best-practice research into sales execution, enablement, and strategy areas. She has been with Gartner for nine years.

In this episode, the team sits down with Daniel Hawkyard, senior principal, advisory, from the Gartner for Sales Leaders practice. Daniel just hosted a gathering of sales leaders called “CSO Priorities for a Disrupted World” and has a collection of insights on the mindset of today’s leaders as they navigate an uncertain economic climate. Daniel Hawkyard is a senior principal in Gartner’s Expert Advisory team. He works with global sales executives to help them on their journey towards maturing their commercial functions. His expertise include changes in B2B buying behavior, the future of selling, as well as customer understanding and engagement strategies.

In this episode, Craig sits down with Dan Gottlieb, senior director analyst from the Gartner for Sales practice. As the head of the Gartner for Sales Leaders Revenue Technology Strategy research agenda, Dan has the pulse of this exploding market. Dan and Craig discuss data from a couple of recent Gartner studies, and they talk about what’s happening today in revenue technology, from the current stack to what’s coming for the rest of 2022. Dan Gottlieb leads Gartner’s Revenue Technology Strategy Key Initiative and covers a spectrum of topics related to pipeline generation. Dan combines a decade of SaaS sales experience and creative thinking to collaborate with clients. His facilitation style invites clients to convert Gartner’s research into actionable insights that yield scalable, repeatable growth. He believes meetings are most effective when they’re fun. As a SaaS sales leader, Dan’s responsibilities spanned quota-carrying sales, operations and enablement at fast-growing companies.

In this episode, Craig sits down with Dale Chang, Operating Partner with Silicon Valley venture capital firm, Scale Venture Partners. Known as “Scale Dale,” he will share the key elements of the playbook required to drive explosive yet efficient growth.Dale Chang is the Operating Partner at Scale Venture Partners. In his role, Dale is a resource for guidance on evolving go-to-market strategies as well as providing best practices and benchmarks across the portfolio.Previously, Dale was a director at the Alexander Group, a consulting firm specialized in go-to-market strategy. At the Alexander Group, he was the leader of the cloud practice and advised companies including Salesforce, LinkedIn, Box, DocuSign, New Relic, Optimizely and Mixpanel. Prior to his career in consulting, he worked in sales and sales operations roles at startups, including Proofpoint and Jaspersoft.

In this episode of The Gartner Sales Podcast, Brent and Steve discuss three ways the rise of digital buying and selling will force sales leaders to reassess their use of technology to support commercial efforts. Steve provides sales leaders with specific recommendations to get ahead of the digital (r)evolution and ensure they maximize benefit from coming change.

In this episode, Craig sits down with Olivia Nottebohm, chief revenue officer at Notion. Notion is a high-growth “decacorn” (a startup that has reached $10 billion-plus in valuation) that has used a groundbreaking go-to-market strategy to get there: community-led growth. Nottebohm provides actionable insights and best practices for building a community-led growth strategy, including the framework and best practices Notion leveraged.

Brent Adamson and Gartner Executive Partner, Maria Boulden discuss the specific steps sales leaders can take to ensure their teams remain effective and engaged in a time of deep disruption to global supply chains. The two also consider implications for customer engagement and sales compensation.

In this episode, Craig sits down with Doug Landis, growth partner at Silicon Valley venture capital firm Emergence Capital. Craig and Doug discuss the actionable insights from Doug’s experiences that drove impressive growth at Salesforce and Box and across the Emergence Capital portfolio. They discuss Doug’s repeatable framework for hypergrowth and dive into specifics around pipeline generation, sales enablement, tech stack and more.

Brent and Gartner analyst Dan Gottlieb sit down to discuss today’s dynamic sales technology landscape, which can only be described as “mayhem.” Brent and Dan explore reasons for the intense activity and project where things are likely headed next. They also discuss advice for sales leaders considering the acquisition of sales technology in today’s market.

In this episode, Craig sits down with Chris Degnan, Chief Revenue Officer of Snowflake. Craig and Chris will identify the actionable insights from Chris’ experiences (good and bad) that drove Snowflake’s impressive growth and led to the most successful IPO in stock market history. They discuss Degnan’s overall sales strategy and dive into specifics around pipeline generation, sales enablement, sales-marketing alignment, tech stack, and more.Runtime: 50:25