Forrester

For Sales Enablement Professionals

Report:The Emerging Engagement Channel Model

Top Performers' Channel Investments Span The Customer Tech Adoption Life Cycle

Tech vendors have historically treated channels as "outsourced sales" — or have, at least, invested that way. But a handful of vendors have departed from this model, choosing instead to invest...

• Downloads: 448

Discussion:Role Profile: The CIO

Were can I find a refreshed version?

Discussion:Market Overview: Managed Service Providers, Part 2

For Sales Enablement Professionals

Report:Forrester's Standards Guide For Sales-Ready Competitive Battle Cards

To accelerate the work of sales enablement professionals in overhauling sales battle cards, Forrester organized a group of experienced practitioners who helped create Forrester’s battle card...

• Downloads: 46
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Discussion:Seeding The Cloud Channel

For Sales Enablement Professionals

Tool:Average Grades For Content

For Sales Enablement Professionals

Report:How Do You Scale Strategic Account Programs?

Optimize Wallet Share By Industrializing The Execution Of Strategic Account Plans

In the current economic climate, it has become important for vendors with large portfolios to shift their focus from gaining market share to gaining more wallet share from targeted, existing...

• Downloads: 30

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...

For Sales Enablement Professionals

Report:Effective Channel Mapping Will Optimize Your Partner Portfolio Performance

Introducing Forrester's Partner Profile Modeling Method For Channel Marketers

In Forrester's Q4 2009 North American B2B Marketing Organizations Online Survey, 19% of tech vendors report that spending on channel enablement and management will increase in 2010. Even so, only...

• Downloads: 382

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? ...

For Sales Enablement Professionals

Report:The Who And How Of Influencing Customers' BT Decisions

Knowing Which Generators Customers Use For Information Is Paramount

Tech vendors' returns on marketing messaging are shaped as much by where it's said and who says it as by what is said. Indeed, social media grants "others," including customers and partners,...

• Downloads: 275

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:Laying The Foundation For Successful Sales Coaching Initiatives

Forrester's Five-Step Sales Coaching Process To Improve Sales Coaching Consistency

Executive pressure to deliver more profitable growth translates into a host of initiatives to "help sales sell" across marketing, sales, and portfolio teams. One result is that we are seeing more and...

• Downloads: 131
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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...

For Sales Enablement Professionals

Report:Mobile Is A Mainstream Content Source For Tech Buyers

Deliver What They Want Where They Want It

Mobile is becoming the new face of engagement. By 2016, smartphones and tablets will put power in the pockets of a billion business application buyers and/or users. Mobile is not simply another...

• Downloads: 265
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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...

For Sales Enablement Professionals

Report:Top-Performing Tech Marketers Use Webinars As A Portal To The Buyer's Journey

Webinars Can Impact The Awareness Phase Even More Than Product Selection

Webinars are now a favored communications vehicle for tech marketers. The most successful tech marketers do more than just "create webinars" and demonstrate products; they position these events in...

• Downloads: 356

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....

For Sales Enablement Professionals

Tool:VSB Hardware Spending Is Increasing

For Sales Enablement Professionals

Report:Earning Channel Loyalty In A Hypercompetitive Market

Relationship Incentives Count As Much As Sales Incentives

The number of tech vendors looking to develop channel partner relationships or to increase their partner wallet share is on the rise. Yet the growth in the number of channel companies is just not...

• Downloads: 269
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For Sales Enablement Professionals

Report:Being Strategic Does Not Guarantee Partner Loyalty

Landscape: The Channel Partner Loyalty Playbook

Every few years, channel partners reassess their vendor portfolios and determine how much to invest in each of their relationships. The tech industry ecosystem is now in that state, and tech vendors...

• Downloads: 43

For Sales Enablement Professionals

Report:Use Field Marketing To Align Marketing Content With International Customer Needs

Tech Vendors That Sell Globally Tend To Market And Localize Centrally

Tech marketing executives are struggling to strike a balance between the control they need to communicate a consistent brand promise and deliver a consistent brand experience while also being...

• Downloads: 199
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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: 48

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