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Dean Davison, whom I trust some of you know from his time as the head of the outsourcing practice at Meta Group or Customer Intelligence at EDS, has joined the Forrester team supporting Tech...
While the emerging disciplines and practices of effective sales enablement are taking shape as I type, a gut check now and then on progress makes sense. Stories are what I like to hear, because...
SE pros, this blog post highlights a Q&A I did recently with two of the analysts on my Marketing team who will be delivering our track on Lead Management at our upcoming Sales Enablement Forum...
Funny question, until you think about it a bit more. With all the focus on the changed buyer who finds online or from peers much of what she needs to make a decision, on just about everything,...
We are putting together our final plans and the Sales Enablement Forum for 2012 is shaping up nicely. Here is a brief video update on the theme and our speakers and why I believe this is a...
Hello Fellow B2B Marketers, welcome to the first entry of Marketing Mondays, a weekly blog post highlighting our ongoing research focused on B2B revenue acceleration, as well as an exclusive...
IN CASE YOU MISSED THIS CHANGE IN SCHEDULING, OUR NEXT WEBINAR IS NOW ON NOVEMBER 14. ________________________________________________________________________________________________________...
Hello Fellow B2B Marketers, Marketing Monday (or a bit later on a holiday week) is a regular blog post highlighting our ongoing research focused on B2B revenue...
The plans for the Sales Enablement Forum are in full swing, so here is a quick video update on the theme, the speakers, and why I believe this is a can't miss opportunity to put you and your team...
To justify a technology investment, buyers traditionally estimate the expected impact or return on investment (ROI) within their own organization's four walls, typically to IT itself and end users in...

As we turn to September it's time to think about your plan to meet the CEOs goals in 2013. You and your executive management have probably already articulated that your growth strategy is...
Forrester hosts its Sales Enablement Forum in Scottsdale, Arizona, on March 4 and 5, 2013. Attendees will engage as a community with a shared focus on driving revenue, hear success...
Hello Fellow B2B Marketers, Marketing Mondays is a weekly blog post highlighting our ongoing research focused on B2B revenue acceleration, as well as an exclusive look into...
Hello Fellow B2B Marketers, this weekly blog post highlights our ongoing research focused on B2B revenue acceleration, as well as an exclusive look into what outputs you...
We are counting down to power up the Sales Enablement Forum 10 short weeks from now. Please hold the dates, February 14-15, so you can join hundreds of your peers and a bunch of Forrester...
We are all facing some stiff and common head winds to achieving our companies' revenue goals in 2013. Not the least of which is that the economy has reset itself into a "do-more-with-less"...
This is the Don't Miss The Forum edition of my running effort to connect you to all the value, ideas, analysts, and happenings from my team at Forrester. As we ring in 2013, I want to share...
Forrester's 2013 planning guidance is an essential element to your annual process of establishing your plan, defending your plan, and ultimately winning with your plan. On November 20 at 11:00...
This is our final post to the Tech Marketing (TM) role blog, but we are not going away! We have consolidated the number of professional roles you can choose as your home page at Forrester.com,...
The world of buyers and sellers has changed — vendor CEOs enter 2012 with growth strategies that favor deeper relationships with customers and that push sales to do more cross-selling at higher...
I have the privilege of talking with many of our clients and, surprising as it may sound, many don't have titles that match their real jobs! Who does these days? Maybe...
Use A Framework To Simplify A Complex Sales Support Environment
In most complex businesses today, random and poorly managed sales support resources drive unneeded costs while also contributing to overburdening the sales force. These resources are proliferating as...
Now that the confetti has been swept off the floor of our eBusiness Forum in Chicago, its time to offer a behind the scenes look at who won our 2012 B2B Groundswell Awards and why. Mark...
Hello Fellow B2B Marketers, this weekly blog post highlights our ongoing research focused on B2B revenue acceleration, as well as an exclusive look into what outputs you...
This is the Don't Miss The Forum edition of my running effort to connect you to all the value, ideas, analysts, and happenings from my team at Forrester. As we ring in 2013, I want to...