Forrester

For Sales Enablement Professionals

Blog:Is Your Sales Force Really That Dumb ... Or Are They Just Misunderstood?

Ah, that pesky sales force. Why don’t they: Follow the selling methodology you’ve developed with much expense and rolled out with great sweat? Call on more senior-level buyers, for...

For Sales Enablement Professionals

Blog:Sales Enablement And The Future Of Selling

Highlights Looking back on the past 10 years puts the changes taking place today in the technology industry in context. Over this period, SGA has grown faster than revenues – a major...

For Sales Enablement Professionals

Blog:CEO lens on the revenue performance problem – Psst…it’s about the system

  Three years ago, we asked our CEO, George Colony, to interview other CEO’s about their opinions of their sales force.   One of those questions he asked was “are you...

For Sales Enablement Professionals

Report:Executive Buyer Insight Study: Are Salespeople Prepared For Executive Conversations?

Addressing Gaps In How Effectively Salespeople Engage With Executives

To avoid being relegated to commodity status, vendors are refining their sales strategies to engage with higher level decision-makers earlier in the problem-solving process. Getting a meeting with...

• Downloads: 722

For Sales Enablement Professionals

Report:Seller Insight Study: Sales Professionals' Perspective On Creating A Shared Vision Of Success

In the midst of an increasingly dynamic business climate, executives must find effective ways to navigate the challenges of establishing a vision of success from salespeople to buyer stakeholders....

• Downloads: 44

For Sales Enablement Professionals

Blog:An Inside Look At Forrester's Sales Enablement Conference

Quickly There are a lot of forces at work driving technology industry vendors to change how they go to market.  Forrester’s upcoming Technology Sales Enablement Forum is a two-day agenda...

For Sales Enablement Professionals

Report:Executive Buyer Insight Study: Executives' Preferred Forms Of Sales Contact

Engaging With Executives Is More About What To Say Than How To Say It

Growing the size and health of the pipeline is a major focus at most technology vendors. For the majority of sales leaders, prospecting remains the most reliable form of creating opportunity....

• Downloads: 584

For Sales Enablement Professionals

Report:Executives' Perceptions Of Differentiation Among Suppliers: Update For 2011

Results, not products, differentiate vendors in the eyes of executives.Executives assign strategic supplier status to vendors that are willing and able to align in substantial, not superficial, ways....

• Downloads: 9

For Sales Enablement Professionals

Blog:Why You Should Attend Forrester's Sales Enablement Forum – March 4 and 5

  Yes, the headline is a bit blunt…we are working so hard these days, weaving together our program for you, that my creative juices are a little fried.  If you’ve been to one...

For Sales Enablement Professionals

Blog:Effective Sales Enablement Depends On Your Definition Of "Sales"

During the first week of June, we had one of our quarterly Sales Enablement Leadership Council meetings in Barcelona, Spain. (A leadership council is comprised of executives from leading companies...

For Sales Enablement Professionals

Report:Gaining Executive Level Access

A key component of most technology vendors' sales strategies is for the sales force to sell to higher-level buyers. In order to provide sales enablement professionals with a customer-centric design...

• Downloads: 12

For Sales Enablement Professionals

Report:Buyer Role Profile: Enterprise Architect

This report is designed to give sales enablement professionals an introduction to the enterprise architect (EA) role, as well as an overview of the general concerns facing people in this position....

• Downloads: 123

For Sales Enablement Professionals

Report:Transforming While Performing

Strategies To Drive Change Without Disrupting Ongoing Operations

While many technology vendors aspire to transform their sales organization away from a transactional approach to more value-added selling, executing on that change is a tall order. To successfully...

• Downloads: 62

For Sales Enablement Professionals

Report:Sales Role Profile: Presales Engineer

This report is designed to give sales enablement professionals an introduction to the sales engineer (SE) role, as well as an overview of the general concerns facing people in this position. A more...

• Downloads: 72

For Sales Enablement Professionals

Report:Stakeholder Profile: Sales Training Leader

In order to execute a successful sales enablement strategy, many different stakeholders must be able to work together effectively. The ability to start working more effectively across traditional...

• Downloads: 102
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For Sales Enablement Professionals

Report:Buyer Role Profile: CIO

This report is designed to give sales enablement professionals an introduction to the chief information officer (CIO) role, as well as an overview of the general concerns facing people in this...

• Downloads: 217
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For Sales Enablement Professionals

Blog:Getting Zen about Sales Enablement

  When you put the word “sales” and “enablement” together – it sure can mean a lot of different things – to a lot of different people.  As the Research...

For Sales Enablement Professionals

Report:Introduction To The Value Equation Framework

As a wave of B2B organizations develop business strategies that are predicated on selling more things to existing customers, they are asking their sales forces to move from selling products to...

• Downloads: 232
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For Sales Enablement Professionals

Report:Sales Role Profile: Frontline Sales Manager

This report is designed to give sales enablement professionals an introduction to the frontline sales manager role as well as an overview of the general concerns facing people in this position. A...

• Downloads: 84
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For Sales Enablement Professionals

Report:Seller Insight Study: Sales Professionals' Perspectives On Building A Business Case

Knowing ROI metrics is important to build a strong business case. However, knowing how to apply them is even more so. Forrester surveyed 180 technology sales representatives who sell to senior-level...

• Downloads: 36

For Sales Enablement Professionals

Report:What Executives Believe Constitutes A Valuable Meeting

Your strategy for growth -- by cross- or upselling your portfolio to new buyers at existing accounts -- is likely suffering because the executives your sales teams manage to engage are underwhelmed...

• Downloads: 49

For Sales Enablement Professionals

Report:Using Forrester's SIMPLE Framework To Gain Traction In Strategic Sales Enablement Programs

The job title of most sales enablement (SE) professionals today should really be VP of Broken Things. The SE leaders with whom we engage often inherit a variety of seemingly disparate activities...

• Downloads: 83

For Sales Enablement Professionals

Report:Executive Perceptions Of Differentiation And Spending Patterns

As technology vendors seek to gain access to executive buyers and change their relationships status from merely suppliers to trusted advisors, sales enablement professionals are responsible for...

• Downloads: 5

For Sales Enablement Professionals

Report:Running Technology Sales Enablement As A Business Within A Business

Forrester’s Guidance On Building Out Your Sales Enablement Function

In order to overcome the random acts of sales support generated by disparate well-intended groups across a variety of organizational silos, sales enablement professionals must develop a more holistic...

• Downloads: 77

For Sales Enablement Professionals

Blog:What Is “Sales Enablement” And How Did Forrester Go About Defining It?

There are other definitions floating out there about sales enablement – some are from our competitors, there is a Wikipedia definition, and several vendors in the space are promoting the...