Best Practice Report

The Pulse: Empowering High-Performing Sales Reps With Content Early In The Sales Cycle

January 1st, 2018


A 2016 Forrester research study found that high-performing B2B sales reps use significantly more sales empowerment content to prepare for their buyer interactions compared to their less successful peers. In this report, we review findings from the Forrester 2016 Sales Talent Study, focusing on the usage patterns and relative impact of internally facing sales content during the early stage of the sales cycle. This is first in a series of three reports that describe how high-performing sales reps use content at each stage of the B2B sales cycle.

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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.