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Gartner Sales Expert
Rachael Alexandra Buchler
Sr Director Analyst
Rachael Buchler is a Senior Director Analyst in Gartner's Sales practice.
Rachael covers the breadth of sales with a particular focus in the areas of sales operations, sales M&A, competency development, talent management & transformation. She is also an expert in Challenger Selling and its application across both direct and indirect Sales channels.
She is a qualified coach and a member of the International Coaching Federation (ICF).
Previous experience
Rachael has 25 years experience in B2B Retail Energy Sales where she led strategic initiatives and operational teams to drive customer growth and deliver cross-functional efficiencies. Additionally, she has developed and executed go to market sales strategies (for both existing and emerging markets) and integrated B2B sales teams as part of merger and acquisition activities. She has delivered customer buying journey mapping and account based planning frameworks, successfully embedding these into CRM whilst improving seller adoption.
In recent years she has implemented and embedded Challenger selling, sales coaching models and learning & development programs to increase field and inside seller capabilities. Working across Marketing, Customer Success and Commercial teams she has created and executed commercial insights to bring a deeper focus in the sales conversation on customer business outcomes.
Professional background
E.ON UK Limited
I&C - Senior Sales Capabilities Manager
Areas of coverage
Sales Operations
Sales Strategy and Leadership
Education
BSc., Management Studies & Applied Biology, University of Leeds.
Top Issues That I Help Clients Address
1Coaching, competency development and talent management throughout the sales function.
2Aligning and executing Sales growth across the commercial organization.
3Deployment of Challenger Selling and the creation of customer insight.
4Developing and executing go to market strategies and M&A activities
5Sales transformations - bringing cohesive change management delivery from strategy to operations.