Best Practice Report

Selling By Demand Type: Established Market

January 1st, 2018


Sales enablement strategies should be adjusted to reflect the market situation for the offering based on the Forrester Demand Spectrum. In established markets, sales reps must stay aware of both familiar competitors and potential threats from new paradigm and new concept offerings. Creating differentiation with established market demand often requires providing a superior buying experience. In this report, we provide guidance on how to adjust the selling approach for an established market offering during each of the three major phases of the Forrester Buying Cycle (education, solution, and selection).

Want to read the full report?

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.