Forrester

Why Read This Report

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 interactions, and the perceived value to customers, is typically overlooked as a way to improve sales productivity. In order to assist sales enablement professionals, Forrester has collected information from executive buyers about how prepared typical salespeople are, what constitutes a valuable interaction and how often that occurs, and what they believe are the most important attributes that make a meeting valuable.