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Price: $300 (USD)
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The way B2B buyers buy is changing, requiring sales to adapt in order to close large deals. This webinar addresses the changes in procurement and the implications of these changes on sales professionals. Sales leaders will learn what they need to do in order to help their sales reps earn, retain, and grow customers.
Key takeaways:
Target audience level: all levels
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Customer success (CS) is a vital business capability that can develop out of several existing functions, including support, sales, or marketing. As a company grows, CS sprawl can increase, making it difficult to consolidate resources under dedicated leadership with the technology and processes designed to achieve agreed-upon outcomes. Maturing CS requires moving away from its dependence on human labor toward digital-led ways to engage and guide customers toward the outcomes they want and the value they deserve.In this webinar, Forrester vice president and principal analyst Laura Ramos shows customer engagement leaders how to use Forrester’s Total Economic Impact™ (TEI) methodology to build a business case for combining distributed, nondedicated resources into a formally chartered CS function with the processes, responsibility, and technology to support any enterprise-scale business. We explore the TEI of three key digital-led investments — a customer-centered digital experience, integration of learning content or technology, and a community-based advocacy program — and what returns you can expect from each.Key takeaways: Learn why now is the time to scale CS using digital-first approaches.Understand four popular, practical ways to extend CS impact by digitalizing postsale experiences.Connect the Total Economic Impact™ (TEI) methodology to smart CS investment.Explore how to build your business case around increasing CS ROI.Target audience level: beginner and intermediate
In every B2B sales organization, one of the most important roles is that of first-line sales manager (FLSM). Part coach, part leader, part manager, and part recruiter, this challenging position combines a wide range of skill sets and provides ample opportunities for both success and failure on a larger scale than that of a single, individual contributor sales rep. In this webinar, Forrester vice president and principal analyst Peter Ostrow provides research-based recommendations for how to optimize the FLSMs in your sales organization.Key takeaways:Learn whether promoting top-selling reps from within, hiring from elsewhere within your organization, or recruiting sales managers externally is the best strategy for your organization.Gain insight into the key attributes of high-performing sales managers.Learn about four critical best practices for first-line sales manager enablement.Acquire best practices for B2B sales manager staffing and enablement.Target audience level: intermediate
Have you ever encountered tall poppy syndrome? It’s a social phenomenon that occurs when talented individuals are resented or criticized because their achievements elevate them above their peers. This harmful mindset stifles team growth, damages morale, and creates a culture of mediocrity and conformity.Overcoming tall poppy syndrome requires extraordinary operations leaders to effectively navigate challenges and drive success while creating a positive and productive environment.Key takeaways:Explore the critical operations leadership skills required in today’s dynamic and rapidly changing business environment.Explore delving into four primary leadership skills operations leaders must focus on for success.Learn how to inspire and motivate a team and drive a supportive culture.Target audience level: all levels
For too long, the B2B enablement community has struggled with identity, with our “why” and “what” undergoing seemingly constant analysis paralysis. It’s time to leverage our amazing evolution more effectively by proving how enablement actions and expertise inform business outcomes that matter — and by informing your best journey to success. Forrester VP and Principal Analyst Peter Ostrow reveals new research data showcasing how best-of-breed enablement leaders deliver measurable outcomes across the entire spectrum of hot topics for 2024: delivering measurable value, optimizing seller competence and content, and adapting to constant change.Key takeaways:Learn how to deliver measurable enablement value.Discover ways to optimize seller competence and content. Understand how to adapt to constant industry change.Target audience level: all levels
This webinar was originally scheduled for December 08, 2023.In the race to leverage AI more effectively than the competition, B2B organizations are rapidly trying to understand its capabilities, leverage its efficiencies, and guard against its dangers. Revenue leaders are among many who are simultaneously intrigued and confused by current hype about AI, particularly generative AI, but universally recognize the need to leverage it quickly and effectively. This webinar details the impact and potential benefits of AI specific to B2B revenue enablement as well as the actions revenue leaders must take to maximize those benefits.Key takeaways:Learn about the five AI best practices for revenue enablement leaders.Take away four action items for revenue enablement to respond to seller imperatives.Target audience level: beginner
In this webinar, learn about new and emerging buying patterns found in Forrester’s Buyer’s Journey Survey, 2023. Understanding these behaviors is essential for B2B sales and marketing leaders in order to distinguish themselves from the competition.Key takeaways:Learn how the gap between budgets and offering prices contributed to a stalled business buying environment with a whopping 89% of respondents citing one or more stall reasons.Understand how buyers derived more meaning from vendors than they did from other sources. Specifically, product experts added clarity and value to buyers as they sifted through information overload.Hear how tenure and experience played a role in how buyers navigated various challenges in the buying cycle.Learn how buyers in North America were more autonomous and made decisions with fewer people across fewer departments than the rest of the world.Target audience level: all levels