Featured Research

Engineering Valuable Sales Conversations

Forrester's Model-Map-Match Approach To Client-Focused Sales Messaging And Value Delivery

by Scott Santucci

Technology buyers are in the midst of redefining their relationships with vendors, anointing just a few as value-added partners while relegating the bulk to the commodity supplier heap. To succeed in this dog-eat-dog world, sales enablement professionals must engineer a strategic program that empowers sales teams to efficiently configure messages, product combinations, and conversation strategies that match clients' needs and buying patterns and knock their socks off.

Read more »

Featured Teleconference

Strategic Sales Enablement: Rethinking Traditional Siloed Product, Marketing, And Sales Relationships To Compete In The New Economy

Date: November 13, 2008

Presented by:

Eric G. Brown, Vice President, Research Director, and Scott Santucci, Senior Analyst

The ever-growing business value of information technology is bringing more business decision-makers into the buying process. This new buying environment rewards strategic providers who work collaboratively to solve problems and punishes commodity providers whose price gets relentlessly managed down.

Learn more »