Terry is a senior marketing executive with a passion for sales and marketing integration through effective demand generation. His background includes more than 15 years of experience delivering enterprise-level software solutions, including business process management (BPM), IT infrastructure management, business intelligence, and application development.
Shifting to a demand management process focused on opportunities and buying groups requires a careful assessment of relevant factors.
In this report, we identify five sets of actions for accelerating momentum that should be on every demand and ABM leader’s agenda for 2022, including ways to embed buying groups in processes, listen to buying signals, engage buying groups
In this report, we examine B2B opportunity types, their main variants, and the characteristics of each that impact how revenue engines perform.
With the B2B Revenue Waterfall, organizations can plan and manage all their revenue opportunities using standard sales force automation (SFA) objects and gain visibility into the revenue engine’s performance using common visualization techniques.
In this report, we explain how to leverage the teleservices team as the first step in an incremental evolution from individual leads to buying groups.
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.
