Forrester

Discussion:Role Profile: The CIO

Were can I find a refreshed version?

Discussion:Market Overview: Managed Service Providers, Part 2

Discussion:Seeding The Cloud Channel

Discussion:Battle Card Specifications - Scope (BCSG)

This discussion is part of a series for the Battle Card Standards Group. Our group is following a structured methodology that breaks the subject down into specific components that we will then bring...

Discussion:Product Marketing compensation metrics best practices

There's been a discussion on metrics for sales enablement already on this forum.  http://community.forrester.com/message/8279#8279  But what about for the product marketing manager position itself? ...

Discussion:Battle Card Specifications - Intersections (BCSG)

This discussion is part of a series for the Battle Card Standards Group. Our group is following a structured methodology that breaks the subject down into specific components that we will then bring...

Discussion:what skills do top-performing sales people have?

Just read this article in HBR that puts sales people into 8 different categories -- and found that only 3 of those 8 types are effective at selling.They categorize the skills they measured as:-...

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 is the role of sales management changing?

In today's rapidly changing business environment, sales managers continue to play crucial role in communicating with others, setting expectations, acquiring data, and coaching sales reps for success....

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

Discussion:Battle Card Specifications - Design Point (BCSG)

This discussion is part of a series for the Battle Card Standards Group. Our group is following a structured methodology that breaks the subject down into specific components that we will then bring...

Discussion:Can Sales and Marketing Ever Be Truly Aligned?

There is much discussion about ways and means for aligning sales and marketing business units.  Some companies even make considerable revenue from selling systems that will, apparently, help this...

Discussion:Sales Enablement: A question about behavior change and culture

Hey everyone,I had an inquiry this week and the CEO of a mid-size tech vendor and we got into an interesting discussion.  We discussed the best way to improve revenue performance. The conversation...

Discussion:How are you addressing your clients sustainability needs?

CEOs are increasingly adding sustainability as a core value in the way they do business, delivering environmental and other well-being benefits outside the four walls of their organization.   This...

Discussion:How does sales enablement differ in the outsourcing/offshore industry?

Before joining Forrester's sales enablement team, I spent more years than I want to admit working in and around the outsourcing industry,I'd like to start documenting topic areas where sales...

Discussion:Introduction To The Value Equation Framework

For Sales Enablement Professionals

Client Inquiry:What Are Best Practices In Developing A Partnership Tool Kit?

What are best practices in developing a partnership tool kit?

Discussion:Putting The Customer in Customer Conversations

We had a great SE Council Roundtable last week. The group discussed sales content that starts with the customer. To focus the conversation, Scott Santucci outlined the following questions.What is the...

Discussion:Why Your CEO Needs A Sales Enablement HERO

Great question - it will be fun to watch the thread.  The first answer that comes to my mind is that you need a Sales Enablement Hero because at the core of implementing sales enablement is...

Discussion:Battle Card Specification - Attributes (BCSG)

This discussion is part of a series for the Battle Card Standards Group. Our group is following a structured methodology that breaks the subject down into specific components that we will then bring...

Discussion:The sales enablement role and function – where should it be considering different sales enablement maturity levels?

During the last weeks we had a lot of discussions on a variety of different places (blogs, communities,calls, roundtables and peer-to-peer conversations) on how to get started, in which set-up and ...

Discussion:Build Battle Cards That Focus On Buyer Priorities

Discussion:Random vs. Dynamic: managing one to achieve the other

The term "random acts of sales support" is one that can be found throughout this web site.  It describes an authentic concern, and a challenge, that many sales organizations face, frequently without...

Discussion:Sales Enablement Defined

Excellent! The headline "sales enablement defined" says exactly what it is: THE sales enablement benchmark for all professionals looking for a holistic view.

Discussion:Peer survey: What kind of product launch training are you doing?

What are some of the standard training activities done around a product launch? Do you require various certifications for your sales reps? To help one another get a sense for "standard practice" out...