Cracking AR's Toughest Challenge: Sales |
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September 7, 2010 Cambridge, Mass.
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Although sales success has a special allure, industry analyst relations (AR) teams struggle to inject value into their companies' sales cycles. Whether they target lead generation, shortlists, wins, or anything in between, failure rates are high — far higher than for any other AR aspect. AR managers promising sales success are therefore committing to a precarious future. Still, a minority overcome the barriers to generate repeatable sales results. How do they do it?
In this interactive, one-day Workshop, learn the fundamental criteria for AR sales success and how to apply them to your own company. The day culminates with a completed readiness scorecard, which you can take back to your company for use in your own sales program. A Forrester analyst shows you which of these success factors you can influence and which are outside of your hands. See which ones generate fragile successes and what you can do to make them more robust. Most importantly, discover what your program should look like from the perspective of your sales team.
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