Best Practice Report

Attracting Sales Talent: Nurturing Prospects

January 1st, 2018


To attract top sales talent, B2B organizations must build relationships with prospects well before hiring, using various pieces of engaging information to make the organization stand out among its competitors. The sales enablement function can support hiring managers’ efforts to build these relationships and nurture prospective candidates through the talent recruitment process defined in the Forrester Sales Talent Recruitment Waterfall. In this report, we take a closer look at four steps that must be completed during the nurture stage of the waterfall, when the organization utilizes tactics of varying intensity to grow prospects’ interest in potential sales roles.

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