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Gartner Expert
Melissa Hilbert
VP Analyst
Melissa Hilbert is a Senior Director at Gartner in the Gartner Sales Technologies Group. Ms. Hilbert is responsible for the Revenue (formerly Sales) Enablement agenda within Sales Technology which includes a market guide. The technology includes sales content, training and coaching. She covers the digital adoption platform market (DAP) enabling digital adoption of employee technology, which also includes a market guide. She has additional expertise in digital sales rooms. She contributes to research on Gartner's CORE CX model and digital twins of customers for b2b sales. She also covers SFA/CRM for sales tools around adoption and usage and high-level strategy.
Previous experience
Ms. Hilbert has more than 21 years of experience in the IT industry. Prior to joining Gartner, she served as the WW Director of Sales Enablement for sales and presales at IBM where she educated direct and indirect sellers and presales resources, guiding them with best practices for sales execution, industry knowledge and best practices. Prior to IBM, she worked as a Solutions Consultant and managed the presales process with several ICM vendors.
She has directed the enablement efforts worldwide for sales, performance management for sales and tech sales including face-to-face, one-on-one and virtual training. Education imparted encompassed industry knowledge and best practices as well as a focus on sales execution.
Professional background
IBM
Director, Worldwide Sales Enablement - Sales Performance Management
Xactly Corporation
Sr. Solutions Consultant, SPM
Harte-Hanks
Presales and Engagement Manager
Areas of coverage
Digital Workplace Applications
CRM Strategy and Customer Experience
Digital Commerce and CRM Sales Technologies
Revenue Technology
Education
B.S., With Distinction, Marketing and Communications, Babson College
Top Issues That I Help Clients Address
1Revenue (Sales) enablement strategy (content, training and coaching) and vendor evaluation for technology and platforms
2Connect sales effectiveness and operational efficiencies to clients' strategic plans
3Digital adoption platforms strategy, offerings and use cases
4How to think about emerging technology such as digital sales rooms and digital twin of a customer for b2b sales
5CRM/SFA adoption and usage