Speaker Bio

Alice Walmesley

Alice Walmesley

Director, Advisory
Alice Walmesley 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 critical decision areas. Her main coverage areas are Sales Execution and Pipeline Generation as well as Sales Enablement and she works with clients on topics such as Seller Motivation, mapping the customer buying journey, Buyer Enablement, B2B buying behavior, B2B sales skills and methodologies including Challenger and Sense Making, account management, and SDR. Ms. Walmesley does this through facilitation of small leadership meetings, one-on-one conversations and keynote at large sales meetings and conferences.
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Tuesday, May 17, 2022 / 11:00 AM - 11:45 AM EDT
Gartner Opening Keynote: Sustaining Growth through Unrelenting Disruption

Constant change is overwhelming today's sellers, undermining sales effectiveness. In response, sales leaders have sought to provide greater support and direction. However, that support comes with unintended consequences and surprisingly high costs. This session will explain why and what to do differently to predictably boost sales performance in an unpredictable world.

Wednesday, May 18, 2022 / 12:00 PM - 12:45 PM EDT
Ask the Expert: What Do I Need to Know About Sense-Making? Your Toughest Questions, Our Best Answers

Are you trying to implement Sense-making or working to increase seller adoption of a Sense-making approach? Or maybe you're looking to get the most from your Sense-making investments? Join this session to discuss your most pressing questions on how to apply Sense-making in today's buying environment.

Wednesday, May 18, 2022 / 01:30 PM - 02:15 PM EDT
Ask the Expert: How Can I Optimize My Sales Development Strategy, Operations, and Execution?

This Ask the Expert session will feature Gartner Experts covering pipeline generation and sales development (SDR) topics, including questions about the strategy, people, process, operations, enablement and technologies supporting the (SDR) role.

Wednesday, May 18, 2022 / 03:45 PM - 04:15 PM EDT
Reimagining the Unique Value-Add of the Seller With Situational Awareness

As customers increasingly seek a rep-free experience, CSOs must strategically position sellers in the customer’s buying journey as human mediators that help them make sense of information in their own unique circumstances. As sales leaders drive such buyer-centric approaches, they often overlook changing buyer signals in favor of simplicity and seller adoption. As the commercial environment increases in variability, Situational Tuning is required in the application of Sense Making techniques – rather than a standardized approach across customers.

Join us to hear from Gartner experts and thought leaders.