Social Media

Also referred to as Web 2.0, this term describes the convergence between human interaction and Internet-based groundswell technologies such as mobile and video (e.g., Facebook, Twitter, and YouTube, etc.). Research coverage includes user-generated content and rich Internet applications.

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36 results in Reports

  • Scott Santucci
  • For Sales Enablement Professionals

    Report:Using Selling Objectives To Corral Random Acts Of Sales Support

    Simplify Sales Content, Tools, And Training By Developing A Common Organizing Framework

    In an effort to improve the productivity of the sales force and drive more revenue, business-to-business (B2B) companies are inadvertently making it harder for individual salespeople to do their...

    • Downloads: 84
  • For Sales Enablement Professionals

    Report:The Selling System In The Age Of The Customer

    Part One: Illuminating The Gap Between Strategy And Execution

    The age of the customer is upon us. Buyers are more demanding, informed, value sensitive, and have more choices available to them than at any other point in history. As executive leaders drive...

    • Downloads: 256
  • For Sales Enablement Professionals

    Report:Executives' Perceptions Of Differentiation Among Suppliers: Update For 2011

    Results, not products, differentiate vendors in the eyes of executives.Executives assign strategic supplier status to vendors that are willing and able to align in substantial, not superficial, ways....

    • Downloads: 13
  • For Sales Enablement Professionals

    Report:Stakeholder Profile: Sales Training Leader

    In order to execute a successful sales enablement strategy, many different stakeholders must be able to work together effectively. The ability to start working more effectively across traditional...

    • Downloads: 138
  • For Sales Enablement Professionals

    Report:What Executives Believe Constitutes A Valuable Meeting

    Your strategy for growth -- by cross- or upselling your portfolio to new buyers at existing accounts -- is likely suffering because the executives your sales teams manage to engage are underwhelmed...

    • Downloads: 62
  • For Sales Enablement Professionals

    Report:Introduction To The Value Equation Framework

    As a wave of B2B organizations develop business strategies that are predicated on selling more things to existing customers, they are asking their sales forces to move from selling products to...

    • Downloads: 382
  • For Sales Enablement Professionals

    Report:Stakeholder Profile: Vice President Of Sales

    This report is designed to give sales enablement professionals an introduction to the vice president (VP) of sales role as well as an overview of the general concerns facing people in this position....

    • Downloads: 151
  • 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: 373
  • For Sales Enablement Professionals

    Report:Understanding The Reality Of Your Sales Force

    A Prerequisite To Boosting Sales Productivity

    Increasingly, B2B CEOs are pursuing business strategies that require a transformation of their sales force. Because a sales force is really a composite of many individual salespeople, assessing the...

    • Downloads: 437
  • For Sales Enablement Professionals

    Report:Sales Role Profile: Presales Engineer

    This report is designed to give sales enablement professionals an introduction to the sales engineer (SE) role, as well as an overview of the general concerns facing people in this position. A more...

    • Downloads: 107
  • 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: 163
  • For Sales Enablement Professionals

    Report:The Importance Of Developing A Shared Vision Of Success

    Your company is likely losing a sizable number of opportunities in your pipeline because your sales teams have not successfully communicated a clear road map for executives on how they will realize...

    • Downloads: 70
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Data Center Manager

    This report is designed to give sales enablement professionals an introduction to the data center manager role, as well as an overview of the general concerns facing people in this position. Sales...

    • Downloads: 121
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Network Manager

    This report is designed to give sales enablement professionals an introduction to the network manager role, as well as an overview of the general concerns facing people in this role. Sales enablement...

    • Downloads: 67
  • For Sales Enablement Professionals

    Report:Stakeholder Profile: Second-Line Sales Manager

    This report is designed to give sales enablement professionals an introduction to the second-line sales manager role as well as an overview of the general concerns facing people in this position. A...

    • Downloads: 76
  • For Sales Enablement Professionals

    Report:Executive Buyer Insight Study: Are Salespeople Prepared For Executive Conversations?

    Addressing Gaps In How Effectively Salespeople Engage With Executives

    To avoid being relegated to commodity status, vendors are refining their sales strategies to engage with higher level decision-makers earlier in the problem-solving process. Getting a meeting with...

    • Downloads: 809
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Application Manager

    This report is designed to give sales enablement professionals an introduction to the application manager role, as well as an overview of the general concerns facing people in this position. The...

    • Downloads: 67
  • For Sales Enablement Professionals

    Report:Sales Role Profile: Sales Operations

    This report is designed to give technology sales enablement professionals an introduction to the sales operations role, as well as an overview of the general concerns facing people in this position....

    • Downloads: 188
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Infrastructure And Operations

    This report is designed to give sales enablement professionals an introduction of the infrastructure and operations (I&O) role, as well as an overview of the general concerns facing people in this...

    • Downloads: 163
  • For Sales Enablement Professionals

    Report:Gaining Executive-Level Access

    Executive buyers respond well to clear, personalized, easily scannable emails as a way to raise their interest in taking a meeting. The things that motivate executives to take a meeting fall into two...

    • Downloads: 101
  • For Sales Enablement Professionals

    Report:Sales Role Profile: Frontline Sales Manager

    This report is designed to give sales enablement professionals an introduction to the frontline sales manager role as well as an overview of the general concerns facing people in this position. A...

    • Downloads: 126
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Service Desk

    This report is designed to give sales enablement professionals an introduction to the service desk role as well as an overview of the general concerns facing people in this position. The information...

    • Downloads: 136
  • For Sales Enablement Professionals

    Report:Using Forrester's SIMPLE Framework To Uncover The Hidden Costs Of Sales Support

    Over the past ten years, S.G&A costs have grown at a higher rate than revenues that have contributed to margin erosion. While 2010 saw a reversal in both trends, Forrester�s research with technology...

    • Downloads: 45
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Enterprise Architect

    This report is designed to give sales enablement professionals an introduction to the enterprise architect (EA) role, as well as an overview of the general concerns facing people in this position....

    • Downloads: 223
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: VP Of Security

    This report is designed to give professionals in sales enablement an introduction to the VP of security role as well as an overview of the general concerns facing people in that position. The...

    • Downloads: 186