Best Practice Report

Getting Buy-In for a Buyer-Centric Sales Presentation Process

January 1st, 2018


To help sales reps from the beginning of the fiscal year to the “last out” and reduce the time they spend on non-selling activities, portfolio marketing must provide buyer-centric content for sales presentations. This is crucial, as B2B buyers consistently report that sales presentations are among the most meaningful asset types used during each phase and stage of the buying cycle. In this report, we describe a three-step approach that portfolio marketing leaders can use to ensure that sales presentations focus on buyers rather than products.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

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.