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Gartner Expert
Melissa Hilbert
VP Analyst
Melissa Hilbert is a Vice President at Gartner in the Gartner Sales Technologies Group. Ms. Hilbert is responsible for the Revenue/Sales Enablement agenda which includes a magic quadrant and critical capabilites. The technology includes sales content, training and coaching. She leads the digital adoption platform market (DAP) enabling digital adoption of employee technology, which also includes a market guide. She also leads the digital sales rooms (DSRs) market including a market guide. She covers user adoption of CRM and other sales tech. AI is an intricate part of all of these markets.
Previous experience
Ms. Hilbert has more than 21 years of experience in the IT industry. Prior to joining Gartner, she served as the WW Director of Sales Enablement for sales and presales at IBM where she educated direct and indirect sellers and presales resources, guiding them with best practices for sales execution, industry knowledge and best practices. Prior to IBM, she worked as a solutions Consultant and managed the presales process with several ICM vendors.
She has directed the enablement efforts worldwide for sales, performance management for sales and tech sales including face-to-face, one-on-one and virtual training. Education imparted encompassed industry knowledge and best practices as well as a focus on sales execution.
Professional background
IBM, Director, Worldwide Sales Enablement - Sales Performance Management, 4 years
Xactly Corporation, Sr. Solutions Consultant, SPM, 6 years
Harte-Hanks, Presales and Engagement Manager, 11 years
Areas of coverage
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Operations and Decision Making
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Workplace Applications
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Customer Experience and CRM Strategies
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Sales Technology
Education
B.S., With Distinction, Marketing and Communications, Babson College
Top Issues That I Help Clients Address
Revenue (Sales) enablement strategy (content, training and coaching) and vendor evaluation for technology and platforms
Strategy and evaluation for sales performance management applications
Digital adoption platforms strategy, offerings and use cases
How to think about emerging technology such as digital sales rooms
Sales technology roadmaps