Summary
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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