- Gartner client? Log in for personalized search results.
Gartner Expert
Bill Yetman
Sr Director Analyst
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.
Previous experience
In my own consultancy - our team extended the reach and expertise for project-based work for many public companies while assisting seed to C-round start-ups gain launch speed faster than their competitors.
Professional background
BY Design Training, Principal, 10 years
Starwood Hotels and Resorts, Director, Global Sales Training and Development, 10 years
Areas of coverage
-
Sales Operations and Enablement
-
Sales Talent Management
-
Sales Process Execution
-
Sales and Revenue Technology
Education
University of Texas, San Antonio
Top Issues That I Help Clients Address
Maximize learning and development through LMS and authoring tools
Leveraging adult learning principles and models to accelerate ramp, time to first deal, and time to quota attainment
Understanding and leveraging dark funnel buying intent and its impact on traditional sales deployment strategies
Rearchitecting sales process strategies for SLG organizations transitioning to a PLG (or hybrid) motion
Translating deal cycle/velocity analysis into sales process training