Gartner Blog Network

David Mitchell
Research Director
1 years at Gartner
23 years IT industry

David Mitchell is a research director within Gartner Research, where he specializes in providing go-to-market advice to both emerging and maturing technology and service businesses, helping them drive growth through improvements in channels, marketing and sales ...Read Full Bio

Should growing businesses embrace the channel ?

by dmitchel  |  October 14, 2012

It’s one of the stock pieces of advice given to small providers: to grow your business you need to develop an indirect channel. All the arguments about scale and reach get trotted out, as though they were a universal law that all companies are obliged to follow. Based on 200 small and medium software businesses […]

Read more »

Making the emotional connection

by dmitchel  |  August 19, 2012

I tend to keep the old age “people buy from people” in mind when talking to executives who are looking to improve the performance of their sales teams. If the company’s sales team is unpleasant to do business with then customers become reluctant to buy the products and/or services of that company. On the other […]

Read more »

Passive-aggressive sales people and measurement

by dmitchel  |  July 29, 2012

In the past week I’ve been dealing with a number of customer inquiries from senior sales management, all of which have a common script. Basically, there is a passive-aggressive sales man (and, yes,  it is almost always a man) who does not want to comply with the reporting framework that the management team want to […]

Read more »

The start of a sales revolution – part 2

by dmitchel  |  June 24, 2012

 Continuing the series of postings about the future of sales that I started 2-3 weeks ago. This time I start to look at the cost of sales and how that is going to change over time.  The next place for the axe to fall Cost reduction, or whatever the current euphemism is, has been a […]

Read more »

The start of a sales revolution – part 1

by dmitchel  |  June 4, 2012

Over the past 2-3 weeks I’ve been travelling around different parts of Europe, talking to dozens of different companies about sales. What’s becoming more and more clear to me, after the latest conversations, is that sales are at a crossroads and that we are just entering a phase where the future of sales is up […]

Read more »

Welcome to my Gartner blog

by dmitchel  |  May 29, 2012

Welcome to my new Gartner blog. You’re probably wondering what topics that I’m going to be writing about here.  Rather than focusing on a specific type of technology I’ll be writing about how companies across the technology industry go to market and the way that they make money. Basically that means that I’ll be focusing […]

Read more »