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 emerging GTM strategies such as account based and digital commerce 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

TOPO, a Gartner Company

Director of Consulting

Bonfire / Response Capture

Director of Strategy

Massini Group

Vice President Consulting Services

Areas of coverage

Sales Strategy and Leadership

Sales Execution

Revenue Technology


B.S., Graphic Design, Portland State University

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Top Issues That I Help Clients Address

1Collaborating across the C-suite and improving alignment between sales and marketing

2Pipeline generation best practices

3GTM digital commerce strategy

4Account based strategy and sales development performance optimization

5Revenue technology strategy to improve pipeline development and performance