Mary Shea

Principal Analyst serving B2B Marketing PROFESSIONALS

Mary Shea is a principal analyst serving Forrester's B2B Marketing Professionals. In this role, she writes for and advises clients on sales enablement strategies and how to address change in the age of the customer. Mary's research specifically looks at the evolving buyer and seller journey and how go-to-market organizations can prioritize and maximize their sales enablement investments to arm client-facing personnel with the right content and tools to be more impactful in the marketplace. Mary's research additionally covers the way sellers can engage more authentically through social networks and how marketing and sales resources can further operationalize collaboration models to succeed with an increasingly knowledgeable and independent buyer.

As a senior executive with general management, commercial leadership, marketing, and direct selling experience, Mary has led global sales and marketing organizations at companies ranging from high-growth startups to publicly traded firms. She has a track record of building and leading teams and driving significant growth across domestic and international markets.

Previous Work Experience

Before rejoining Forrester, Mary founded The RevvEx Group, a consulting firm focused on helping companies increase sales and marketing effectiveness. Prior to founding The RevvEx Group, Mary was chief commercial officer at InContext Solutions and Frontier Strategy Group. Mary previously worked at Forrester from 1996 to 2002, where she was a member of the sales organization, starting out as an inside sales executive and rising through the ranks and holding progressive leadership positions at a time of immense growth for the company.

An accomplished public speaker, Mary speaks regularly on a variety of business topics. She is an adjunct professor of marketing at The University of Chicago Booth School of Business, where she designed and teaches a course called "Building Effective Go-To-Market Organizations."

Education

Mary has a Ph.D. in musicology and ethnomusicology from Kent State University.

Mary Shea's Research

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