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Gartner Expert
Greg Hessong
Sr Director Analyst
Greg Hessong is a Sr Director, Analyst in the Gartner Sales Practice, where he studies the drivers of top performing sales teams and revenue leaders. Mr Hessong helps clients apply Gartner's research to improve collaboration, specifically between sales and marketing leaders, to boost pipeline generation, and operationalize GTM strategies and channels such as account based and inside sales to drive more efficient and predictable revenue.
Prior to Gartner's acquisition of TOPO, Mr. Hessong led the TOPO consulting team, working with clients in technology, financial services and other industries to accelerate revenue growth. He and his team led a diverse range of client engagements, including complex global organizational alignment initiatives, account based GTM strategy and ideal customer analysis, sales process design, pipeline acceleration, and other strategic initiatives.
Previous experience
Mr. Hessong managed diverse, cross-functional teams and led GTM strategy assessments, target market and data analysis, Account Based strategy and campaign execution, predictive analytics and propensity modeling, and sales development performance optimization.
Professional background
Bonfire / Response Capture, Director of Strategy, 3 years
Massini Group, Vice President Consulting Services, 17 years
TOPO, a Gartner Company, Director of Consulting, 2 years
Areas of coverage
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Sales Process Execution
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Sales and Revenue Technology
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CSO Effectiveness
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Go-to-Market Design
Education
B.S., Graphic Design, Portland State University
Top Issues That I Help Clients Address
Improving alignment and collaboration between sales and marketing
Pipeline generation best practices
GTM role design for inside sales and sales development teams
Account based strategy and sales development performance optimization
Revenue technology strategy to improve pipeline development and performance