Sales Enablement

Sales success — and, by extension, organizational success — rests in large part on sales reps having the skills and knowledge required to execute on sales strategy. Read our sales enablement insights to equip your sales team to achieve and exceed objectives.

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Insights

Podcast

Transformation, Not Adaptation, Will Be Key For B2B Sales Leaders In 2022

What It Means October 7, 2021
To succeed in 2022 and beyond, B2B sales leaders need to transform and embrace the new digital normal. Vice Presidents Mike Pregler and Stephanie Sissler explain what that requires in this discussion of Forrester’s 2022 Planning Assumptions for sales executives.
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Blog

Sales enablement should be a key part of your virtual event strategy

Conrad Mills October 6, 2021
On the surface rugby league and rugby union appear very similar sports and casual observers would expect players to be able to move seamlessly from one ‘code’ to the other. However, there are many important differences. For example, the rules in rugby union are more complex game meaning that players must ‘think’ more during a […]
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Planning Assumptions 2022

Discover the trends that will define B2B leaders' priorities in 2022 and learn what it will take to capitalize on them. Explore our guides, blog posts, podcasts, and more.

Blog

Build Or Buy A Sales Methodology? What You Need To Know Before You Decide

Eric Zines October 5, 2021
When confronted with the price tag for implementing a commercial sales methodology, many B2B sales and sales enablement leaders consider the option of building one in-house. The reasoning being: We are completely unique, and no off-the-shelf methodology would work here; plus we know our customers, we know our sales process, and we have sales learning […]
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Blog

Sales Enablement Leaders Must Emphasize Role-Specific Enablement In 2022

Jennifer Bullock October 5, 2021
Buyers expect sellers to partner with them and not only demonstrate a deep understanding of their market, industry, and role — but also to anticipate their next steps. Sales enablement leaders need to ensure that reps have the content, credibility, competency, and confidence to deliver.
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Blog

What Is A “Hybrid” Sales Kickoff?

Eric Zines September 21, 2021
Yay, autumn! The time when those of us who didn’t put last winter’s work into building this summer’s beach body can finally relax … some more. We’re trying to figure out what to do with enough garden tomatoes to start a small Italian restaurant and what to do with the balance of our vacation days […]
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Blog

Common Total Economic Impact™ (TEI) ROI Modeling Questions Answered

Corey McNair September 17, 2021
Answers to a few common questions that we hear from clients around constructing financial models and common ways in how Forrester approaches modeling them.
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Blog

Wondering If Your Sales Enablement Efforts Are Visible? Try These Four Quick-Hit Options

Peter Ostrow September 14, 2021
Sales enablement can often be a squirrelly thing to quantify. For starters, most practitioners are compensated via the same mechanisms — quota attainment, deal size, sales cycle — that are deployed to reward just about everyone in the direct sales hierarchy: leaders, coaches, overlays, managers, and, of course, the reps and partners they support. But […]
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Get Our 2022 Predictions First

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Blog

Quick Take: What Does This Current Sales Enablement Tech Consolidation Mean?

Peter Ostrow August 23, 2021
Two recent major acquisitions are part of a larger trend that reveals what sales enablement leaders have come to want and need.
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Blog

Sales Enablement Leaders: Name The Last Time You Spoke With A Buyer

Eric Zines August 23, 2021
As enablement professionals, how do we keep from becoming disconnected ivory tower philosophers? Consider these six strategies.
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Blog

The Unfortunate Connection Between Professional Athletes And B2B Sellers

Nancy Maluso August 3, 2021
Mental health has been in the spotlight during these Olympic Games, yet the concerns cut across professions. Sales leaders need to prioritize sellers' wellness, starting with these three areas.
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Blog

Should Sales Enablement Be Responsible For Hiring New Reps?

Jennifer Bullock July 27, 2021
At this year’s Forrester B2B Summit, we introduced our Sales Competency Management Framework, which provides a comprehensive look at sales talent management through the lens of attracting, onboarding, and optimizing (ongoing development) sales professionals.
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Blog

Is Your Sales Methodology An Innie Or An Outie?

Eric Zines July 22, 2021
Don’t worry, this is not a discussion about navels; it is an attempt to provide some very basic categorization of sales methodologies based on whether the methodology addresses internal or external interactions.
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Rev Up Sales Productivity. Drive Performance

Explore our sales productivity resources to enhance sales efficiency and effectiveness. Find videos, frameworks, guides, and more.

Podcast

To Succeed In B2B Sales, Talent Alone Won’t Cut It

What It Means June 17, 2021
The days of relying on superstar sales reps to land huge, quarter-saving deals are over. Winning and retaining today’s buyers takes a systematic, broader-based approach to selling. Vice President and Senior Research Director Phil Harrell explains what this approach entails on this week’s podcast episode.
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Blog

From Monolithic To Modular: Kicking Your Sales Content Engine Into High Gear

Kathleen Pierce April 26, 2021
To deliver relevant experiences for each buying situation, B2B organizations need modular sales content. At B2B Summit, learn how high-performing organizations use sales content solutions to achieve this.
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Blog

The Three Reasons Portfolio Marketers Must Enable All Buyer- And Customer-Facing Roles

Barry Vasudevan April 19, 2021
When considering portfolio marketing’s role in enablement, take a revenue enablement approach to ensure that knowledge is delivered to the various teams that require it in the way they want to receive it, and delivered when they need it.
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Blog

This Year’s B2B Summit Sales Enablement Track — “How’d We Do?” And “What Comes Next?”

Jennifer Bullock March 22, 2021
Enablement practitioners proved to be incredibly innovative and agile when making the shift to working remotely in 2020.
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Blog

Marketing Leaders, Tell Your Buyers The TEI Investment Story: Part Two

Stephanie Slate March 15, 2021
The transparency a TEI study offers allows your sales teams to focus their time on quality leads, rather than on those that will never close.
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Quantify Your Sales Reps’ Time

Gain clarity on your sales team’s productivity by understanding how reps allocate their time.

Blog

How Many Products Can A B2B Sales Rep Sell?

Peter Ostrow March 8, 2021
Mergers and acquisitions and other major changes can place enormous pressure on frontline sales organizations. Learn when the strain becomes too much in this B2B Summit session preview.
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Blog

Sales Leaders: What Happens When We All Get To Travel Again?

Peter Ostrow March 2, 2021
Pretty soon, we’re going to start booking business travel again. After the initial endorphin release, how much will we have learned from selling in a work-from-home world?
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Podcast

The Future Of B2B Sales: More Personalized And Process-Driven

What It Means February 11, 2021
COVID-19 accelerated changes that were already underway in B2B sales — and Vice President and Group Director Phil Harrell says there’s no turning back. On this week’s What It Means, he explains how sales organizations can position themselves for success in a permanently altered landscape.
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