Melissa Hilbert

Trailblazer
DISC Type : DI

Vice President, Analyst at Gartner

Myrtle Beach, South Carolina, United States

Overview

Melissa Hilbert is a VP, Analyst at Gartner, providing expert guidance on sales technologies. With a background from Babson College and extensive experience at IBM, she specializes in Digital Sales Rooms, Sales Enablement, and Sales Performance Management. Colleagues describe her as invaluable, experienced, and possessing excellent domain knowledge.

Melissa is focused on helping clients make smarter, faster decisions to strengthen performance. Her work involves evaluating technology and tools related to revenue enablement, digital adoption, and SFA.

She was quoted in Forbes Magazine for her expertise on Digital Adoption Solutions.

Personality Overview

Charismatic

Informal

Persuasive

They are charming and can persuade others to support their decisions.  They are more likely to accept new and exciting technologies. They prefer to ensure that they are in control of the situation.

Topics They Care About

Sales Enablement
A core focus of her research and analysis at Gartner and a key part of her extensive prior experience at IBM.
Digital Adoption Platforms
A primary area of her expertise, for which she has been quoted in major publications like Forbes.
Generative AI in Sales
She frequently posts about the impact of Generative AI on revenue generation and productivity, highlighting its strategic importance for leaders.

Media Appearances

Melissa Hilbert - VP Analyst - Gartner. Featured in Gartner

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Melissa Hilbert's Profile | Gartner Journalist - Muck Rack. Featured in Muck Rack

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Work History

10-2023
Vice President, Analyst at Gartner
7-2016 - 10-2023
Senior Director Research, CX & Sales technologies including Revenue and Sales Enablement, DAP, SPM at Gartner
1-2016 - 7-2016
WW Director, Sales Enablement - Sales Performance Management at IBM
8-2014 - 1-2016
SME Incentive Compensation Management/Sales Performance Management at IBM
10-2012 - 7-2014
Pre Sales Solution Consultant at IBM

Education

B.S. from Babson College
High School from John Jay High School

More Information

Social Presence :

Prographics :

Exp : 26 Location : Myrtle Beach, South Carolina, United States Job Level : Senior Designation : Vice President, Analyst at Gartner
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Insights For Selling To Melissa

During A Call Or A Meeting

DO's

  • Give them control of the sales process
  • Address your competition clearly and confidently
  • Talk about yourself and some of your achievements at the start of the conversation

DONT's

  • Avoid unnecessary negativity or slowness
  • Don’t hesitate from asking questions or pushing them, but take a friendly approach
  • Do not look like someone who doesn’t know what they are talking about

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Melissa is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Melissa

  • If they are not convinced, they will say no though in a friendly way.

Insights For Deal Planning

    How fast (or slow) will Melissa move?

  • They can reach decisions quickly if they develop trust and confidence in the product.
  • Can Melissa take some risk or not?

  • If necessary, they will be ready to take risks.

You And Melissa

Personality Compatibility


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