Forrester

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

Blog:Q&A with Carol Sustala, Sr Director, Global Sales Enablement At Symantec

The sales enablement profession is evolving from stewards of "broken things” into a more strategic function that helps CEO’s bridge the gap between the business strategy and field...

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: 76

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: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

Client Inquiry:Who Is Involved In The IT Purchase Process?

Inquiry after reading Forrester's June 15, 2010, "Technology Buyer Insight Study: How Executives Differentiate Among Their Suppliers" report; Forrester's May 17, 2010, "Technology Buyer Insight...

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: 116
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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: 94
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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:The Importance Of Developing A Shared Vision Of Success

For many technology companies, "losing to no decision" is increasing. One of the primary reasons for this situation is the inability of sales teams to effectively and consistently develop a shared...

• Downloads: 8

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: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: 28

For Sales Enablement Professionals

Blog:Bending the Sales Productivity Curve in the Right Direction - Examples in our "cross selling" Track at our Forum (March 4-5)

  During my keynote presentation, I will talk about new ways to bend the sales productivity curve and take a more strategic view of sales enablement – as always, the goal is to focus on...

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: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: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 Enablement Defined

Sales Enablement Is The Bridge Between Go-To-Market Strategy And Tactical Execution

Tectonic forces are at work transforming business relationships away from their traditional dependency on products and services toward a focus on business outcomes and results. Inefficiencies noted...

• Downloads: 1118

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: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: 153
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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: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

Blog:Sales Enablement And The Future Of Selling

Highlights Looking back on the past 10 years puts the changes taking place today in the technology industry in context. Over this period, SGA has grown faster than revenues – a major...

For Sales Enablement Professionals

Blog:"Patton-ed" Lessons In Execution And How They Apply To Sales Enablement

The line from Shakespeare, "What's past is prologue" has always resonated with me. History does have a funny way of repeating itself and people who can learn from what’s happened before...

For Sales Enablement Professionals

Blog:Q&A With Tamara Schenk, Vice President Of Sales Enablement - T-Systems

Many of our clients are building named account or strategic customer programs in order to drive more revenue from their existing customers.   Unfortunately, few are even close to realizing...

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...

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