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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 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
Education
B.S., Graphic Design, Portland State University
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