Forrester

Discussion:An evolving requirement for "pragmatic" sales enablement?

As the topic of sales enablement continues to expand and evolve, it strikes me that there is a widening gap between the theory and concepts, and the coal face.In an ideal world, sales enablement...

For Sales Enablement Professionals

Tool:Besides Mobile Email And Calendaring, Other Applications Are Gaining In Popularity

Discussion:Role Profile: The CIO

Were can I find a refreshed version?

For Sales Enablement Professionals

Tool:2011 BT Social Technographics By Age Group

Discussion:Market Overview: Managed Service Providers, Part 2

For Sales Enablement Professionals

Report:Sales Coaching Defined

Driving Sales Team Behavior Change With Tailored Coaching Conversations

The businesspeople and IT professionals responsible for solving problems at their companies expect vendor salespeople to engage with a clear understanding of who they are, what they do, and the...

• Downloads: 342

For Sales Enablement Professionals

Report:The Skills And Structures For L2R Success

Organization: The Lead-To-Revenue Playbook

B2B marketers are adopting the lead-to-revenue (L2R) concept to ensure that revenue goals are met on time by optimizing the balance among lead value, velocity, and volumes, as well as ensuring that...

• Downloads: 126

Discussion:Seeding The Cloud Channel

For Sales Enablement Professionals

Tool:Social Media Preferences Also Vary By Company-Size Segment

For Sales Enablement Professionals

Report:The Lead-Nurturing Payoff For The Tech Industry

Engage With Early-Stage Buyers, Drive Pipeline And Revenue Performance

Today's empowered technology buyers are two-thirds of the way through their buying process before they engage with tech vendors' sales teams. Forrester believes that a robust lead-nurturing program...

• Downloads: 576

For Sales Enablement Professionals

Report:How To Make Smarter Sales Training Decisions

Making the right sales training decision isn't easy, especially when you have to move quickly to be responsive to the needs of the business. One challenge many sales enablement professionals face is...

• Downloads: 56
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For Sales Enablement Professionals

Report:European B2B Marketers Will Invest In Automation In 2013

Local Vendors Continue To Innovate

Wake up, marketing automation vendors: The European market is getting hot! Forrester's Q4 2012 US And Europe B2B Marketing Tactics And Benchmarks Online Survey shows us that the rate of investment is...

• Downloads: 101
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For Sales Enablement Professionals

Report:The State Of Lead-To-Revenue Management

Landscape: The Lead-To-Revenue Playbook

In order to establish the current state of lead-to-revenue management (L2RM) practices among tech marketers, we recently analyzed 80 client inquiries on the topic that tech marketing professionals...

• Downloads: 546
• Comments: 2
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Discussion:Use Competitive Selling Scenarios To Build Better Battle Cards

That's an excellent, very helpful and specific guide on how to improve traditional, often product and market driven battle cards to those, that are designed backwards from different selling...

For Sales Enablement Professionals

Report:Technology Value Beyond The Buyer's Four Walls: External Stakeholder Impact Defined

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...

• Downloads: 313
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For Sales Enablement Professionals

Report:Buyer Role Profile: CIO

This report is designed to give sales enablement professionals an introduction to the chief information officer (CIO) role, as well as an overview of the general concerns facing people in this...

• Downloads: 204
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Discussion:Seller Insight Study: Sales Professionals' Perspectives On Gaining Access

For Sales Enablement Professionals

Report:The New Physics Of Lead-To-Revenue Management

Vision: The Lead-To-Revenue Playbook

The need to calibrate marketing spend to revenue generation was the seminal driver of lead-to-revenue management (L2RM). But savvy B2B marketing leaders are going beyond revenue performance...

• Downloads: 176
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Discussion:What is the scope of your sales enanablement effort?

As you know, Forrester has defined Sales Enablement very broadly because we worked backwards from figuring out the metrics and measures required to acheive the type of breakthrough performance...

Discussion:How do you run sales enablement in your company - as a program, a function, a council? What are your best practices?

We are all coming from different companies, with different business cultures and have started sales enablement often from different perspectives and with different approaches.In order to get sales...

For Sales Enablement Professionals

Report:Forrester's Sales Battle Card Evaluation Results

Insights Into Building Battle Cards That Help Sales Reps Win Deals

Sales enablement professionals are increasingly stepping up to fix the massive inventories of battle cards at their companies that provide inconsistent value to sales reps. These battle cards...

• Downloads: 267

Discussion:How do you socialize your sales enablement initiatives?

Even if you’ve worked with a good cross-functional team and have their agreement on a course of action, how do you get people from across the organization on board so you can get traction and gain...

For Sales Enablement Professionals

Report:Buyer Role Profile: Sourcing And Vendor Management

This report is designed to give sales enablement professionals an introduction to the sourcing and vendor management (SVM) role, as well as an overview of the general concerns facing people in this...

• Downloads: 82
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Discussion:Technology Buyer Insight Study: Defining The Gap Between Buyers And Sellers

Excellent research! Hopefully an eye opener for many people - to recognize the overall implemented "push" attitude.

Discussion:Stakeholder Profile: Sales Training Leader