Speaker Biography

Mark Lindwall

Senior Analyst

Sessions Featuring This Speaker

Forrester's Forum For Sales Enablement Professionals

03/02/2015

  • 11:30 AM - 12:10 PM

    Hire And Develop The Salespeople Your Buyers Are Begging To Work With

    Sales enablement leaders have the opportunity to increase revenue by hiring the right salespeople for their buyers. This will enable sales teams to be more effective in gaining access to the right types of buyers, starting valuable conversations with them, creating a shared vision, and presenting the right business cases. Key takeaways include:

    • Why you are hiring the wrong salespeople, according to your buyers.
    • How nonintegrated hiring and training events are holding back sales performance.
    • What you can do to optimize hiring and training for sustained top-line growth.

  • 01:50 PM - 02:30 PM

    Sales Transformation Through Sales Enablement

    Today’s B2B technology sellers can’t just make incremental changes to their sales enablement strategy—they must embrace true sales transformation. This includes pivoting from a “sales process” to a “buyer-enabling process” that aligns with how different customers want to buy. This transformation also rests in great part on frontline sales management. Will they model the behavior needed to transform engagement or will they be the chief impediment blocking it? In this case study, you will learn how VMware:

    • Looked beyond enablement and started with transformation.
    • Focused its sales force to align with how customers want to buy.
    • Utilized frontline sales managers to create success.

  • 02:40 PM - 03:20 PM

    Success Stories From The Sales Force Development Trenches

    Sales enablement leaders have the opportunity to increase revenue by hiring the right salespeople for their buyers. This will enable sales teams to be more effective in gaining access to the right types of buyers, starting valuable conversations with them, creating a shared vision, and presenting the right business cases. In this session, you will learn:

    • Why you are hiring the wrong salespeople, according to your buyers.
    • How nonintegrated hiring and training events are holding back sales performance.
    • What you can do to optimize hiring and training for sustained top-line growth.

  • 08:30 AM - 10:00 AM

    Working Session: Aligning People, Processes, And Technology To Hire And Develop Your Buyer-Aligned Sales Force

    In this session, you will learn to put Forrester’s frameworks into action with tools that help you hire and develop successful salespeople more effectively. You’ll learn what tools are available, how to use them, and what your organization can expect to get out of these new approaches.

    *On-site registration required

Research Focus

Mark serves Sales Enablement Professionals and is a subject matter expert in sales management and sales force development. He provides insights on new methods and tools for hiring, onboarding, training, deploying, coaching, and managing B2B sales teams that align sellers with buyers to drive revenue growth. Mark has extensive experience in sales, sales leadership, strategic and tactical sales processes, account management, and strategic planning and execution.

Previous Work Experience

Prior to joining Forrester at the beginning of 2013, Mark founded the Institute for Sales Leadership, where he led the development of highly innovative blended learning programs to elevate the competency of front-line sales managers. He served as president of The Decisive Edge, a boutique consultancy that provided executive coaching for leaders of small and mid-sized companies, and facilitated planning and execution of strategies for growth. Mark also accumulated 20 years of experience in the IT industry as a sales leader, and top-ranked sales manager and sales professional, in companies including Meta Group, BT, McDonnell Douglas, and MCI Telecommunications.

Education

Mark earned a bachelor's degree in organizational development and a minor in marketing from the University of Wisconsin at Eau Claire. He is also a certified business and executive coach.