Gartner Expert

Nate McCullough

Director, Advisory

Nate McCullough is an Advisory Director within Gartner's Sales Research practice based in Chicago. He specifically supports Chief Sales/Commercial Officers and their related teams across a variety of industries, geographies and sizes. He focuses on partnering with Gartner Client Teams to support our clients in applying Gartner research to solve their most pressing and critical sales challenges. Mr. McCullough primarily engages with clients in various focus areas such as improving sales productivity, developing customer buying processes, channel partner development, reducing burden for the frontline and maximizing sales manager effectiveness.

Previous experience

Mr. McCullough joined Gartner's Sales Practice in 2019, and has more than 13 years of experience in various sales roles in Enterprise Technology and Commercial Banking. He held roles in organizations that include both inside and outside sales, commercial analysis, acquisition sales (hunter), account management (farmer) and indirect channel management. He has a penchant for leaning in and solving internal company challenges by being a member of numerous sales advisory committees.

Professional background


National Partner Channel Manager


Executive Account Manager/Team Leader

CDK Global

Territory Sales Executive

Areas of coverage

Sales Enablement

Sales Strategy and Leadership

Sales Execution


B.S., Finance, Northern Illinois University

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Top Issues That I Help Clients Address

1Defining and building critical selling skills and competencies

2Aligning the sales process to the customer buying journey

3Maximizing sales manager impact and effectiveness

4Reducing internal burden for frontline sellers and sales managers

5Developing and implementing indirect channel programs