Portrait of the High-Performing Seller

As the B2B sales environment has changed, the skills that sellers
need to succeed have changed as well. In this episode, hosts
Billy Luckey and Betsy Gregory-Hosler speak with Mike Katz,
senior director for research at Gartner for Sales Leaders, to
explore the latest research on critical seller skills, what has
shifted in the B2B seller competency model, and how sales leaders
can support these skills moving forward.


Mike Katz is a senior director of research in the sales practice
at Gartner with over 15 years of experience leading and managing
research teams and directing mixed-methods research projects. He
leads multiple research teams to generate actionable business
ideas and data-driven insights for sales executives. His current
focus is on sales talent, enablement and strategic planning.


He has presented his research to thousands of business and
government executives in briefings, webinars, workshops and
conferences. His work has been featured in Harvard Business
Review, The Washington Post, National Public Radio, and multiple
academic journals and publications.