Robert Blaisdell

Inspirer
DISC Type : di

Vice President - Chief of Research for Sales Practice at Gartner

Greater St. Louis, United States

Overview

Robert Blaisdell is the Vice President and Chief of Research for the Sales Practice at Gartner, where he leads the research and content strategy for B2B sales leaders. His expertise covers sales operations, enablement, and account growth. He holds an MBA from Washington University in St. Louis.

He delivered the opening keynote at a Gartner Sales Conference, sharing the firms latest research findings around B2B buying and selling.

Personality Overview

Fast Adopter

Achievment Oriented

Decisive

They respond well to objective pitches but also attach some value to relationships.  They measure a product on its merit but can be influenced by strong testimonials. They usually prefer to drive the conversation.

Topics They Care About

B2B Sales Research
He orchestrates the research and content strategy that engages Chief Sales Officers and heads of sales operations and enablement at Gartner.
Sales Leadership
His work is focused on guiding and coaching research leaders to satisfy the demands of senior sales executives and CSOs.
Sales Enablement
A primary area of his focus involves delivering frameworks and best practices to heads of sales enablement to drive growth and client retention.

Media Appearances

The Gartner Sales Podcast – Transforming Quarterly Business Reviews into Customer Collaboration with Robert Blaisdell. Featured in Amazon Music Podcasts

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Three Critical Trends for Sales Leaders to Address in the Age of AI. Featured in Gartner Newsroom Press Release

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Three Trends Chief Sales Officers Must Consider in 2025. Featured in Gartner Newsroom Press Release

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Work History

11-2023
Vice President - Chief of Research for Sales Practice at Gartner
2019 - 11-2023
Sr. Director Analyst Research and Advisory for Sales at Gartner
2005 - 2019
SENIOR DIRECTOR SALES | ACCOUNT MANAGEMENT STRATEGIC PLANNING | EXECUTION at Express Scripts
2008 - 2015
SENIOR DIRECTOR - SALES | MARKETING SUPPORT | TRAINING | COMMUNICATIONS at Express Scripts
2005 - 2008
DIRECTOR - SALES | MARKETING TRAINING at Express Scripts

Education

Bachelor's Degree from Murray State University
Master of Business Administration (M.B.A.) from Washington University in St. Louis

More Information

Social Presence :

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Exp : 25 Location : Greater St. Louis, United States Job Level : Senior Designation : Vice President - Chief of Research for Sales Practice at Gartner
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Insights For Selling To Robert

During A Call Or A Meeting

DO's

  • Get them to a point where they are ready to bat for your product internally
  • Focus on the big picture and the strategic value of your product
  • Keep your pitch focused on the impact but insert some anecdotes into it

DONT's

  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don’t keep repeating the same information, it could make them impatient
  • Don't be unorganized, be prepared for the pitch

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Robert is

  • Product value plays a big role, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Robert

  • If they do not firmly believe in you, they will refuse without hesitation.

Insights For Deal Planning

    How fast (or slow) will Robert move?

  • They can take fast decisions if they develop conviction in the product and find you trustworthy.
  • Can Robert take some risk or not?

  • They have the capability of taking risky decisions if necessary.

You And Robert

Personality Compatibility


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