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

Blog

How Sales Can Make Your Sustainability Sustainable

Anne Slough April 22, 2022
The concept of “sustainability,” as we know it today, was first introduced in 1987 in the famous Brundtland (for Dr. Gro Harlem Brundtland) Report produced by several countries for the UN. The report defined sustainable development as meeting “the needs of the present without compromising the ability of future generations to meet their own needs” […]
Blog

The Great Sales Content Disconnect

Jennifer Bullock April 20, 2022
Today, both sellers and buyers are forced to navigate a perfect storm of content, as the average number of interactions per B2B buying cycle has jumped 54% over the past two years and reps have an average of 1,400 sales assets to choose from. While reps now have more tools to leverage than ever before […]

Alignment is Key to a Great Annual Marketing Plan

The concept behind an annual marketing plan may be simple but building a plan that your organisation can get behind is not so easy. Join this free webinar to learn more.

Blog

Experience Rooms Are Back At B2B Summit To Help You Align Across Your Revenue Engine

April Henderson April 14, 2022
Join us next month in Austin to gain some hands-on experience in improving marketing, sales, and product alignment.
Video

Awesome Sales Enablement Customer Quotes: The Sequel

Peter Ostrow March 6, 2022

Blog

Four Ways To Leverage Your Entire TEI Study (For The Vendor Sales Leader)

Veronica Iles January 21, 2022
Since the TEI study reflects the real, measurable impact of a technology investment, we do not quantify (for the ROI calculation) any benefits that the customers themselves have not measured. Nevertheless, it’s important to consider the abstract, and that’s why we have the Unquantified Benefits section.
Blog

2022 — Mutations In The Sales Tech Industry

Anthony McPartlin January 6, 2022
Mutants In Marvel And DC Marvel and DC comics and films of course are permeated with the notion of mutations (X-Men, Spider-Man, Venom, etc.). It’s the narrative hook that drives many of their stories, imbuing their characters with all sorts of weird and wonderful superpowers. My 15-year-old son Finn is a massive fan of the […]
Blog

Five Areas B2B Sales Leaders Are Prioritizing In 2022: Straight From The Source

Rick Bradberry December 28, 2021
What our clients ask us about is often indicative of emerging trends. Here are some of the top questions we heard over the last quarter, along with the answers.

How To Build An Annual Marketing Plan

Improve your approach to planning for 2022 with practical guidance that will help you deliver a plan everyone can understand, align with, and implement successfully.

Blog

Gamification And Sales Enablement: An Imperfect Union

Peter Ostrow December 4, 2021
Using game elements and techniques to motivate sellers can net short-term benefits. But it won't necessarily build the competencies that drive long-term results.
Blog

How To Ensure That Your Organization’s TEI Gets The Most Mileage

Casey Sirotnak December 3, 2021
Make sure your TEI is meeting your organization where it’s currently at. The main objectives should be in-line with your organization’s strategy today, not tomorrow.
Blog

Unknown Equals Unused: Fix Findability To Increase Content Usage

Kathleen Pierce November 30, 2021
Buyers and sellers alike want immediate, relevant content, but often miss valuable but non-standard content that could advance the sale. Marketing and sales enablement can increase content usage by making sure file names convey unique value.
Blog

Hey! Don’t Leave An Important Faction Off Your Sales Learning Event Guest List

Jennifer Bullock November 29, 2021
First line sales managers will be working day in and day out with reps. So, to ensure that the knowledge and skills just learned at sales enablement training events stick, it’s critical that you enable FLSMs to coach and inspect their teams and help reps put into practice whatever the newest competency may be.
Blog

Sales Enablement And The Great Resignation — Three Things You Need To Do NOW

Eric Zines November 11, 2021
Between April and August of 2021, the US Bureau of Labor Statistics reported an alarming trend for businesses: The number of resignations, or the “quits rate” as they call it, began to climb to record monthly highs. In August, 2.9% of the labor force resigned, which is up from a “normal” run rate of around […]
Blog

The Sales Talent Divide And Three Things Sales Leaders Can Do

Nancy Maluso November 9, 2021
A recent global survey sheds light on actions sales leaders can take to attract and retain top talent.
Blog

Put A Finer Point On What A “Coaching Culture” Really Means For Your 2022 Planning

Jennifer Bullock November 8, 2021
When your sales organization looks to create a “coaching culture,” does everyone fully understand what behaviors you need them to demonstrate? How about what outcomes you’re looking to drive? If you don't take the time to clearly define what sales coaching is, you risk it becoming just another diluted buzzword leading to nothing of significance getting accomplished.
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.
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 […]
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 […]

Ask A Sales Leader:
A Forrester Podcast

Hear what it takes to achieve and sustain success from top B2B sales leaders.

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.
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 […]
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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