Forrester

Key Questions This Forum Will Answer

• How does your CEO think about growth?
• What powers do today's sales enablement (SE) HEROes command that you can learn?
• Why don't most companies cross-sell or upsell effectively?
• How can you optimize different sales channels — from indirect to geography to strategic accounts?
• How do you and your team establish sustainable, valuable services to better enable profitable growth?

FORRESTER'S TECHNOLOGY SALES ENABLEMENT FORUM 2012

At the 2012 Technology Sales Enablement Forum, Forrester Principal Analyst Scott Santucci will unveil new research on the depth of the strategy-to-execution gap today and reveal the special powers required to bridge that gap. Four SE HEROes who have used those powers successfully at their companies will share their stories. And Forrester Senior Analyst Brian Lambert, Ph.D. will teach you how to learn and develop those powers yourself. Rounding out this once-a-year event, Forrester analysts and SE practitioners will share the tools and approaches that your teams will need to increase sales productivity in strategic accounts, geographic sales, and through your channel partners.

Forrester's Technology Sales Enablement Forum 2012 is designed to give SE leaders and their teams the powers and practical tools to close the strategy-to-execution gap and achieve the CEO's strategy. You and your team will learn to work cross-functionally across product, marketing, and sales to:

• Optimize your support and results from your indirect channel.
• Streamline your growth in new geographies.
• Cross-sell successfully in strategic accounts.

Three In-Depth Tracks

Track A: Bridging The Gap In Strategic Accounts. In this intimate selling environment, harnessing client complexity is both the challenge and the key to sales success. To match the complex problem-solving process and agreement network of technology professionals and businesspeople involved today in buying decisions, you need a rich model of your clients' business problems – and must be prepared to map your portfolio to match those needs to earn the coveted status of strategic vendor.

Track B: Bridging The Gap In Geographic And Vertical Accounts. In this vast selling landscape that spans new countries and targeted verticals within them, arming salespeople with the right tools, skills, and content to engage new buyers and crack open new wallets is no small challenge. It takes a balance of special powers and a focused approach to sales support that is fueled by a rich model of prospective buyers.

Track C: Bridging The Gap Through Your Channels. In this changeable selling landscape, sponsoring vendors and their channel partners navigate complex considerations from courtship through enablement to customer fulfillment. New delivery models, the associated business models, and the competition for advantage make the channel landscape particularly challenging.

Other Benefits To Attending

The Forrester Events Difference

• The quality of the Forrester keynotes. Presentations are backed by thousands of interviews with technology buyers, technology sales and marketing leaders, business executives, and marketing and sales vendors, coupled with data from Forrester's Technology Buyer Insight Study and Forrsights For Business Technology.
• Exclusive audiences.Forrester Forum attendees include executives and their teams, from the highest organizational levels.
• Integration of organizational, technological, and business issues. Forrester Forums provide a comprehensive understanding of the challenges ahead and how your company can overcome them.
• One-On-One Meetings with Forrester analysts. Attendees can speak one-on-one with Forrester analysts about bridging the strategy-to-execution gap.