Trends Report

Build A Seller Development Framework To Improve The Buying Experience

Apply The Practice Of Customer Obsession To Sellers

May 17th, 2017
Steven Wright, null
Steven Wright
With contributors:
Peter O'Neill , Matthew Camuso , Kara Hartig


Buyers command more power in the marketplace than ever before and consequently have different expectations of their sales reps. B2B marketers need to support sales' customer obsession by revamping sales training and development to align to buyers' needs. Forrester's sales development framework provides a structured approach to enable effective training discussions that lead to the creation of valuable sales training. This is an update of a previously published report; Forrester reviews and updates it periodically for continued relevance and accuracy. We amended this report to reflect new Forrester terminology that we defined in the B2B Go-To-Customer Strategy Matrix.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.