The Importance Of Developing A Shared Vision Of Success

For many technology companies, "losing to no decision" is increasing. One of the primary reasons for this situation is the inability of sales teams to effectively and consistently develop a shared vision between their company and the client organization about what success looks like. In order to help sales enablement professionals correct this problem, Forrester has surveyed and interviewed executive buyers to determine the reasons they will stop engaging on an opportunity, the elements that comprise an effective shared vision, and how likely they are to select a firm that works with them to develop that common view of success.