Forrester

For Sales Enablement Professionals

Report:Seller Insight Study: Sales Professionals' Perspectives On Having Successful Meetings

Understanding why executives will take a meeting is important for sales enablement professionals to properly equip their sales teams to be more effective in pipeline development activities. Forrester...

• Downloads: 24

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: 78
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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: 44

For Sales Enablement Professionals

Report:Launching A New Sales Enablement Service With A Bang

As technology vendors work to respond to the changing conditions their buyers face, salespeople are overwhelmed with an avalanche of random acts of sales support generated from many different groups...

• Downloads: 63

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

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: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: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:Using Forrester's SIMPLE Framework To Gain Traction In Strategic Sales Enablement Programs

The job title of most sales enablement (SE) professionals today should really be VP of Broken Things. The SE leaders with whom we engage often inherit a variety of seemingly disparate activities...

• Downloads: 83

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: 719

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: 230
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For Sales Enablement Professionals

Blog:What Is “Sales Enablement” And How Did Forrester Go About Defining It?

There are other definitions floating out there about sales enablement – some are from our competitors, there is a Wikipedia definition, and several vendors in the space are promoting the...

For Sales Enablement Professionals

Report:What Executives Believe Constitute A Valuable Meeting

Technology companies' value proposition is largely manifested at the point of sale during the first series of meetings between the sales team and the customer. Unfortunately, what transpires in these...

• Downloads: 9

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: 102
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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: 120

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: 77

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: 71

For Sales Enablement Professionals

Blog:Do Your Value Propositions "Go To Eleven"?

In Rob Reiner’s 1984 “rockumentary,” This Is Spinal Tap, one of the main characters, Nigel Tufnel, proclaims that they are different than other bands because their amplifiers...

For Sales Enablement Professionals

Blog:Is Your Sales Force Really That Dumb ... Or Are They Just Misunderstood?

Ah, that pesky sales force. Why don’t they: Follow the selling methodology you’ve developed with much expense and rolled out with great sweat? Call on more senior-level buyers, for...

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: 49

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: 48

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: 83
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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: 583

For Sales Enablement Professionals

Blog:Why You Should Attend Forrester’s Sales Enablement Forum – March 4 and 5

  Yes, the headline is a bit blunt…we are working so hard these days, weaving together our program for you, that my creative juices are a little fried.  If you’ve been to one...

For Sales Enablement Professionals

Blog:Q&A With Daniel West, Vice President Informatica University And Enablement At Informatica

Many people who set out on the quest to evolve from being the steward of broken things to a more strategic role of a sales enablement leader often ask me, “What should our bill of materials...