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Bill Yetman
Sr Director Analyst
Gartner
Speaker Topics
- AI in Sales and RevTech Design, Implementation and Adoption
- Hiring, Training, Managing and Developing Talent
- Sales Enablement of the Future
Speaker Bio
Bill Yetman primarily covers the Sales Enablement Key Initiative in the Gartner Sales research practice. Mr. Yetman helps Gartner clients examine sales enablement opportunities in the domains of talent development, sales process and methodology, buyer enablement, and sales enablement technologies. He also covers questions on adult learning theory and principles, instructional design, learning management systems, authoring platforms, training delivery modalities.
Mr. Yetman previously led the global sales training and development function of a Fortune 500 company, supporting a seller audience of more than 10,000. He was also Principal of a consulting firm focused on outsourced sales enablement strategy and talent development concentrated in the Hospitality, Tourism, IT and Strategy Execution Industries. He has experience supporting sales-led, product-led and hybrid growth models, and he has a personal passion for better identifying and engaging buyers within the visible and dark purchase journey.
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Mr. Yetman previously led the global sales training and development function of a Fortune 500 company, supporting a seller audience of more than 10,000. He was also Principal of a consulting firm focused on outsourced sales enablement strategy and talent development concentrated in the Hospitality, Tourism, IT and Strategy Execution Industries. He has experience supporting sales-led, product-led and hybrid growth models, and he has a personal passion for better identifying and engaging buyers within the visible and dark purchase journey.
Sessions
Tuesday, May 20, 2025 11:00 AM - 11:30 AM PDT
Navigating AI's Impact on Sales Enablement Competency Models
Bill Yetman,
Sr Director Analyst, Gartner
AI has transformed skills needed for sales enablement, replacing manual tasks with Generative AI. Sales enablement teams now face challenges in adapting to new skills such as data literacy, AI proficiency, and content personalization, often without guidance on long-term role design. This session explores disruption sources, essential skills, and future role planning needs.
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Wednesday, May 21, 2025 12:00 PM - 12:45 PM PDT
Ask the Expert: Developing the Next-Generation Seller Competency Model
Bill Yetman,
Sr Director Analyst, Gartner
Many existing competency models are outdated, poorly aligned with sales strategies, and lack actionable insights. This session will explore how to create or enhance a competency model that is practical, effective, and seamlessly integrated into your sales organization. We will leverage Gartner’s innovative seller competency model that focuses on differentiated skills that drive commercial success, technology integration and aligned metrics
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Wednesday, May 21, 2025 03:30 PM - 04:00 PM PDT
Building an Everboarding Roadmap
Bill Yetman,
Sr Director Analyst, Gartner
Everboarding is a continuous learning strategy and process that extends beyond traditional onboarding, focusing on upskilling the commercial team through timely, AI-driven interventions to ensure sustained and advanced skill performance. This session will explore the evolving roles of the enablement team and the technological advancements necessary to transition organizations through the stages of readiness.
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