Forrester

For Sales Enablement Professionals

Report:Why The Sales Force Is So Misunderstood

Factors To Consider When Collecting The Voice Of The Sales Force

Many top-down strategic initiatives don’t take into account the intricacy of sales force adoption and execution in the trenches. This gap, exacerbated by the common lack of empathy for or...

• Downloads: 84

For Sales Enablement Professionals

Report:Executive Perceptions Of Differentiation And Spending Patterns

As technology vendors seek to gain access to executive buyers and change their relationships status from merely suppliers to trusted advisors, sales enablement professionals are responsible for...

• Downloads: 5

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: 100
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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: 219
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For Sales Enablement Professionals

Report:Executive Buyer Insight Study: Executives' Preferred Forms Of Sales Contact

Engaging With Executives Is More About What To Say Than How To Say It

Growing the size and health of the pipeline is a major focus at most technology vendors. For the majority of sales leaders, prospecting remains the most reliable form of creating opportunity....

• Downloads: 575

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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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

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: 43

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

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: 68

For Sales Enablement Professionals

Report:Buyer Role Profile: Application Development

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

• Downloads: 96
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For Sales Enablement Professionals

Report:Technology Buyer Insight Study: How Executives Differentiate Among Their Suppliers

How You Sell Is As Important As What You Sell

Executive decision-makers find that the technology vendors that best differentiate themselves from the pack are the ones that can match a relevant set of capabilities to their specific circumstances....

• Downloads: 487

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: 49
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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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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: 53
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For Sales Enablement Professionals

Report:Seller Insight Study: Sales Professionals' Perspectives On Building A Business Case

Knowing ROI metrics is important to build a strong business case. However, knowing how to apply them is even more so. Forrester surveyed 180 technology sales representatives who sell to senior-level...

• Downloads: 36

For Sales Enablement Professionals

Report:Transforming While Performing

Strategies To Drive Change Without Disrupting Ongoing Operations

While many technology vendors aspire to transform their sales organization away from a transactional approach to more value-added selling, executing on that change is a tall order. To successfully...

• Downloads: 62

For Sales Enablement Professionals

Report:Seller Insight Study: Sales Professionals' Perspective On Creating A Shared Vision Of Success

In the midst of an increasingly dynamic business climate, executives must find effective ways to navigate the challenges of establishing a vision of success from salespeople to buyer stakeholders....

• Downloads: 43

For Sales Enablement Professionals

Report:Executive Buyer Insight Study: Defining The Gap Between Buyers And Sellers

The gap is striking between the sales messages vendors create, how they prepare salespeople to deliver them, and the value executive buyers perceive from those conversations. Forrester's global...

• Downloads: 324

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: 74
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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: 8

For Sales Enablement Professionals

Report:Seller Insight Study: Sales Professionals' Perspectives On Gaining Access

Understanding which strategies salespeople find effective for gaining access to executive-level buyers is important for sales enablement professionals to properly equip their sales teams to be more...

• Downloads: 42
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For Sales Enablement Professionals

Report:Gaining Executive Level Access

A key component of most technology vendors' sales strategies is for the sales force to sell to higher-level buyers. In order to provide sales enablement professionals with a customer-centric design...

• Downloads: 12

For Sales Enablement Professionals

Report:A SIMPLE Sales Enablement Framework

Use A Framework To Simplify A Complex Sales Support Environment

In most complex businesses today, random and poorly managed sales support resources drive unneeded costs while also contributing to overburdening the sales force. These resources are proliferating as...

• Downloads: 997

For Sales Enablement Professionals

Report:Running Technology Sales Enablement As A Business Within A Business

Forrester’s Guidance On Building Out Your Sales Enablement Function

In order to overcome the random acts of sales support generated by disparate well-intended groups across a variety of organizational silos, sales enablement professionals must develop a more holistic...

• Downloads: 77