Forrester

For Sales Enablement Professionals

Tool:Concerns Over Cloud/SaaS Indicate Opportunity For Classic Channel Partner Services

For Sales Enablement Professionals

Tool:The Customer Life Cycle And The Five C's Of Community Marketing

For Sales Enablement Professionals

Tool:Channel Partners' Plans For Managed Services And Application Hosting Are High

For Sales Enablement Professionals

Report:Make Competitive Intelligence Sales-Ready Using Forrester's Customer Conversation Framework

Engineering Valuable Content For Sales Enablement Success

Competitive and market intelligence (CMI) leaders and their teams currently structure the bulk of CMI content around a product point of view, forcing sales teams to figure out how and when to build...

• Downloads: 509

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

Tool:Customers' SaaS Implementation Models

For Sales Enablement Professionals

Blog:Help Us Pick A Relevant Research Topic!

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...

For Sales Enablement Professionals

Report:Reinforcing Channel Partner Bonds In the Era of The Cloud

Vision: The Channel Partner Loyalty Playbook

The channel partner ecosystem is undergoing a massive upheaval, largely as a result of rapidly evolving cloud computing engagement and delivery models, and will go through several tectonic shifts...

• Downloads: 250

For Sales Enablement Professionals

Tool:Partners See Problems Involving Cost, Business Model Transformation, And Skill Sets

For Sales Enablement Professionals

Report:B2B Tech Marketers Are The Key To Competitive Success In Customer-Centric European Markets

B2B Social Technographics® Data For Q1 2011 Confirms That Social Media Usage In Europe Continues At A High Level

Forrester has completed its Q1 2011 US And European B2B Social Technographics® Online Survey For Business Technology Buyers, which marks the third year we've conducted this survey As in the US,...

• Downloads: 284

For Sales Enablement Professionals

Tool:The Relationship With Sales Is Dismal Across The Board

For Sales Enablement Professionals

Tool:Customers' IaaS Implementation Models

For Sales Enablement Professionals

Report:Using Standards To Accelerate Your Sales Battle Card Transformation

Insights Into Building Battle Cards That Help Reps Win Deals

To justify your investment, sales battle cards must help sales outmaneuver competitors and ultimately increase their overall win rate in competitive deals. Given the siloed way competitive insight is...

• Downloads: 136

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:My First Tech Marketing Letter From Germany: "CeBIT Reinvented"

  Those of you who know me (Peter O’Neill) know that I’ve lived in Germany since 30 years. Now, when I grew up in the UK, I remember so well the BBC journalist Alistair Cooke reading...

Discussion:Build Battle Cards That Focus On Buyer Priorities

For Sales Enablement Professionals

Blog:Velocity, Volume, Value: Can Sales Enablement Professionals Help Drive These Critical Pipeline Metrics?

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...

For Sales Enablement Professionals

Tool:Human Capital Management (HCM) Software Adoption

For Sales Enablement Professionals

Blog:We Feature Lead Management At Our Upcoming SE Forum!

  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...

For Sales Enablement Professionals

Blog:Are We Facing A World-Wide Sales Talent Shortage?

A week doesn't go by when I haven't talked to someone who is in sales or marketing about the work they're doing to help the sales team change how they communicate value. It seems that...

For Sales Enablement Professionals

Tool:2011 BT Social Technographics By Age Group

For Sales Enablement Professionals

Tool:More Than 40% Of VSBs Have Multiple Or Virtual Locations

For Sales Enablement Professionals

Tool:The Reseller Channel Has Morphed Into A Critical Constituent Of The Developer Channel

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

Blog:CA and Nimsoft: How An Enterprise Software Vendor Can Succeed In Its Midmarket

Before becoming an analyst serving technology marketers and focusing on the organization and automation of marketing processes, I (Peter O'Neill) had the more traditional orientation of covering...