Forrester

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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Discussion:What Executives Believe Constitutes A Valuable Meeting: Update For 2011

Not only the research results are excellent, by geography and by role, especially the interview highlights show pretty clear what the challenge actually is: From "it's all about us" (the vendors) to...

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: 75
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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: 82

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

This document contains a run time player of a presentation with concepts and tips about how to run a sales enablement function as a business within a business.

For Sales Enablement Professionals

Report:Search Engine Suboptimization

Tech Marketers Optimize For Their Product Categories, Not Customers' Problems

Throughout the technology adoption life cycle, including scoping approaches, choosing products, and implementing solutions, business technologists initiate information gathering with search tools....

• Downloads: 400

Discussion:Let's start working on your HERO story now - understanding the protagonist.

If you were at our Sales Enablement Forum this past week inSan Francisco - we challenged you to start writing your own HERO story. I'm interested in hearing from others what they are going to do -...

For Sales Enablement Professionals

Report:Effective Channel Mapping Will Optimize Your Partner Portfolio Performance

Introducing Forrester's Partner Profile Modeling Method For Channel Marketers

In Forrester's Q4 2009 North American B2B Marketing Organizations Online Survey, 19% of tech vendors report that spending on channel enablement and management will increase in 2010. Even so, only...

• Downloads: 382

For Sales Enablement Professionals

Report:Asia's Channel Localization Imperative

Local Input, Awareness, And Flexibility Drive Program Success

Tech companies once thought they could export channel models like they do products — that what worked in North America would work just fine globally. Today, the realities of diverse cultural...

• Downloads: 163
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For Sales Enablement Professionals

Tool:European And North American Tech Marketers Agree On Strengths But Not Weaknesses

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: 1122

For Sales Enablement Professionals

Report:Tech Channels Have A Long Way To Go Toward Adding Marketing Value

Despite Vendor Efforts To Marketing-Enable Their Partners, Partners Still View Channels As Implementers, Not Influencers

Is your channel marketing enablement program first-rate? Sorry to break it to you, but we have reason to believe it's not. Tech vendors are investing more than ever today to empower their channel as...

• Downloads: 192
• Comments: 1
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Discussion:Forrester's Forum For Sales Enablement Professionals

I would love to hear from people going to the upcoming Forum in Scottsdale. What are you most looking forward to? Who are you most excited to speak with?

For Sales Enablement Professionals

Tool:Concerns Over Cloud/SaaS Indicate Opportunity For Classic Channel Partner Services

Discussion:Sales Enablement Defined

Excellent! The headline "sales enablement defined" says exactly what it is: THE sales enablement benchmark for all professionals looking for a holistic view.

Discussion:Let's discuss - What did you think of the idea of being a "Simpltist?"

At our Sales Enablement Forum, I ended my keynote with theidea of being a "SIMPLTIST".  This is a word I made up bycombining SIMPLE with SCIENTIST.  We had a lot of debates about it. How it should be...

Discussion:Tactical Execution: Enabling the Conversation

We have learned through sad experience (well, hopefully we have learned) that the issue in sales enablement is not a lack of content and deliverables. Too often, the problem is content overload and...

For Sales Enablement Professionals

Tool:Besides Mobile Email And Calendaring, Other Applications Are Gaining In Popularity

For Sales Enablement Professionals

Tool:Vendor/Partner Program Criteria Expectation Gaps In The Build Domain

Discussion:Understanding The Reality Of Your Sales Force

For Sales Enablement Professionals

Tool:Business Model Training Is Underserved

For Sales Enablement Professionals

Report:Forrester's Standards Guide For Sales-Ready Competitive Battle Cards

To accelerate the work of sales enablement professionals in overhauling sales battle cards, Forrester organized a group of experienced practitioners who helped create Forrester’s battle card...

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For Sales Enablement Professionals

Report:Provisional L2RM Process Catalog

This provisional lead-to-revenue process catalog is a companion tool for the processes module of Forrester's lead-to-revenue playbook. Designed to jump-start your own process documentation, it...

• Downloads: 10
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For Sales Enablement Professionals

Tool:More Than 40% Of VSBs Have Multiple Or Virtual Locations

Discussion:Building CMI Credibility With Sales

What is credibility?According to Wikipedia, “Credibility refers to the objective and subjective components of the believability of a source or message.” What does it mean to be credible with the...