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For Sales Enablement Professionals

Forrester's Value-Equation Sales Messaging Framework

Enabling Sales Teams To Tailor The Right Messages To A Given Account

June 16, 2009

By Scott Santucci with Amit Diddee, Eric G. Brown, Christina Lee, Robert Muhlhausen

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Why Read This Report

As technology vendors broaden their product portfolios and ask their account teams to sell across all levels within their client roster, traditional approaches to hard-coded value propositions are becoming antiquated. Sales enablement professionals should adopt Forrester's value equation as a sales messaging framework to better equip account teams to tailor the story and align with a customer's situation, rather than present a one-size-fits-all generic solution.
Tags: B2B Marketing, Sales Enablement, Tech Sector Economics, Technology Product Strategies
US $ 499
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