Gartner Expert

Craig Riley

Director Analyst

Craig Riley is a Director Analyst with Gartner for Sales Leaders. As an analyst, Craig works with sales leaders from large and midsize organizations and helps them prepare for the future of sales. His research focuses on how changing buying dynamics are causing sales leaders to rethink their go-to-market strategy with an emphasis on the rise of virtual selling, multi-channel engagements, and a consolidation of the sales, marketing, and service functions.

Previous experience

Prior to joining Gartner, Craig worked as an analyst focused on helping commercial leaders develop and revise their go-to-market strategies for new product launches, conduct competitive threat assessments, and develop a messaging strategy.

Professional background

Hanover Research

Content Analyst

Areas of coverage

Sales Strategy and Leadership

Sales Execution and Pipeline Development


M.A. - George Washington University

B.A. - Saint Anselm College

Certificate - Beijing Language and Culture University

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Top Issues That I Help Clients Address

1Building and optimizing a team for demand generation or lead qualification (SDR, BDR, ISR)

2Developing a virtual sales team capable of driving new customer acquisition

3Helping CSOs understand changing buying dynamics and prepare for the future of sales

4Improving alignment and collaboration between sales, marketing, customer service, and customer success

5Creating a go-to-market strategy that incorporates b2b digital buying preferences