Model Overview Report

The Sales Communications Delivery Process Model: Part 1

Define A Clear Sales Communications Delivery Strategy To Achieve Business Outcomes

March 2nd, 2022
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock
With contributor:
Adam Birnberg

Summary

B2B sellers are inundated with internal communications and meetings that take up an average of 2.5 hours of their time every week, according to Forrester’s Sales Activity Study data (as of December 3, 2021). Although each message may be important, not all apply or are a high priority for all recipients. By planning and implementing a methodical approach to sales communications delivery, sales enablement can return valuable selling time to the team and improve communications engagement and results. This report describes the first half of the program development process for sales communications delivery, focusing on assessing the current state and building a team and strategy.

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