Eric Zines

Principal Analyst

Eric has a broad range of experience from his more than 25 years in technical B2B sales, product management, marketing, and enablement. Through his experience in building teams across multiple disciplines, Eric has been recognized for his ability to lead teams successfully through strategic business changes and integrations.

Throughout his career, Eric has driven sales results by focusing on the needs of sellers and their customers, and by collaborating across internal teams. He is passionate about streamlining the sales environment to enable sales professionals to delight their customers.

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Recent Research

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Report

Pure Storage: Translating Competencies Into Impactful Sales Learning Programs

October 14th, 2021•6 min read

In this case study, we describe how Pure Storage established a solid role-based competency foundation from which to build impactful, data-driven learning programs for its sales associates.

Jennifer Bullock

Peter Ostrow

Eric Zines

Report

Sales Enablement: Planning Assumptions 2022

September 10th, 2021•7 min read

In this report, we identify five trends that will affect the priorities of enablement leaders and require more role-specific enablement in 2022.

Jennifer Bullock

Peter Ostrow

Eric Zines

Report

The Sales Onboarding Implementation Toolkit

August 6th, 2021•6 min read

Use this toolkit as a reference guide to ensure maximum value and use of the Forrester sales onboarding research library.

Jennifer Bullock

Peter Ostrow

Eric Zines

Report

Introducing The Sales Communications Process Model

August 2nd, 2021•13 min read

This report offers a framework for enablement teams to better manage message delivery to, and advocacy on behalf of, field personnel.

Jennifer Bullock

Peter Ostrow

Eric Zines

Report

Introducing The Sales Competency Management Framework

June 28th, 2021•9 min read

This report outlines competency management elements — an objective (why), inputs (how), competencies (what), a role-specific competency map deliverable, and validation (proof and measurement of success) — for each phase. 

Peter Ostrow

Jennifer Bullock

Eric Zines

Report

Sales Learning Facilitator

December 22nd, 2020•2 min read

Forrester’s Sales Learning Facilitator Role Profile provides a job description and competencies for the sales learning facilitator role, which is responsible for sales training using various instructional techniques, including classroom-based learning.

Jennifer Bullock

Peter Ostrow

Eric Zines

Research Coverage

Planned Research

What research can you expect from Forrester in the next 12 months? Updated biweekly, our publishing plan will keep you current with market and technology trends. Use the link below to download a list of our upcoming research.