Search Results

• Blog It’s Time To Crack The B2B Sales Gender Diversity Code

  January 26, 2021 | Mary Shea, PhD

  Although women make up more than half of the global workforce, they represent fewer than one-third of all B2B sales and one-quarter of all B2B tech sales roles. And when it comes to the coveted top...

• Blog The Race Is On: Allego Acquires Refract As Sales Tech Consolidation Accelerates

  December 10, 2020 | Mary Shea, PhD

  As the reality of a current and future world where B2B buying and selling largely takes place in remote and digital formats sets in, sellers must evolve their skill sets, sales leaders must...

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  Webinar B2B Sales Predictions 2021

  December 2, 2020 | Mary Shea, PhD, Laura Ramos, Jay McBain

  This is your chance to engage directly with the analysts who made our 2021 predictions for B2B Sales. During this conversation between our analysts — and with you — we dive into the...

• Blog Predictions 2021: Grounded Sellers Fly In The Face Of Old Norms

  October 23, 2020 | Mary Shea, PhD

  Hindsight is 2020, but our team of B2B analysts might just be the next best thing as we look forward into 2021. When we wrote “The State Of Digitized Selling” late last year, the world had no idea...

• Blog Sales Engagement Vendors Are Ready To Meet The Moment

  September 9, 2020 | Mary Shea, PhD

  Source: CLIF Bar/#MeettheMoment The events of 2020 have cemented the digitization of the B2B buying and selling process — and sales engagement (SE) vendors are well prepared to...

• Blog “Roads? Where We’re Going, We Don’t Need Roads”

  August 13, 2020 | Mary Shea, PhD

  Doc, Marty, and Jennifer preparing for a trip to 2015 in Back to the Future Part II (1989). Doc Brown might have been five years off, but he was completely right. 2020 is here, and we don’t need...

• Report The Democratization Of B2B Sales

  Talent Wins Games, But Teamwork And Intelligence Win Championships

  August 3, 2020 | Mary Shea, PhD

  As pre-COVID and COVID-accelerated trends come together, industries, business models, and sales strategies will be disrupted. B2B sales leaders who seize the moment will abandon traditional seller...

• Blog Today’s Business Buyers Crave Digital Interactions And Human Connections

  June 16, 2020 | Mary Shea, PhD

  Even as B2B buyers increase their reliance on digital activities, tools, and routes, they crave deep, human connections. In fact, I would argue that empathetic and highly tailored interactions are...

• Report Now Tech: Sales Enablement Automation, Q2 2020

  Forrester's Overview Of 32 Sales Enablement Automation Providers

  May 27, 2020 | Laura Ramos, Mary Shea, PhD

  You can use sales enablement automation (SEA) to give sellers more time to sell, improve their effectiveness and relevance with buyers, and acquire and apply the best buyer-facing skills. But to...

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  Webinar The State Of Digitized Selling: Stop Testing The Waters And Go All In

  April 14, 2020 | Mary Shea, PhD

  As B2B buyers' expectations increase at a breakneck pace, selling organizations that maintain siloed human and digital routes that are disruptive to preferred buying motions risk alienating buyers...

• Blog Mend The Gap Between B2B Buyers And Sellers With Us At Summit 2020

  March 27, 2020 | Mary Shea, PhD

  A lot has changed in the past few weeks, but what hasn’t changed is the high-quality and innovative research we’re bringing you at SiriusDecisions Summit 2020 this year. Being an analyst is one of...

• Report The Forrester Wave™: Sales Training And Services, Q1 2020

  The Nine Providers That Matter Most And How They Stack Up

  March 17, 2020 | Mary Shea, PhD

  In our 28-criterion evaluation of sales training and services providers, we identified the nine most significant ones — Baker Communications, Challenger, Corporate Visions, Force Management, IMPAX,...

• Report Now Tech: Sales Training And Services, Q1 2020

  Forrester's Overview Of 23 Sales Training And Services Providers

  February 5, 2020 | Mary Shea, PhD, Meredith Cain

  You can use sales training and services (STS) to increase the effectiveness of your sales force, foster better alignment between marketing and sales personnel, and deliver better experiences to...

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  Webinar The Business Case For A Modern Sales Enablement Toolset

  January 6, 2020 | Mary Shea, PhD

  This webinar looks holistically at three tools — sales engagement, sales enablement automation, and sales readiness — that are rapidly becoming foundational to the 21st-century sales...

• Blog A Deeper Dive Into Forrester’s Sales Enablement 2020 Predictions: A Conversation With Caroline Robertson And Mary Shea

  December 30, 2019 | Mary Shea, PhD

  In October 2019, our team published its “Predictions 2020: B2B Marketing And Sales” report, and in late December we recorded a webinar: B2B Marketing And Sales Predictions 2020: A...

• Report The State Of Digitized Selling

  Stop Testing The Waters And Get Immersed

  December 27, 2019 | Mary Shea, PhD, Meredith Cain

  Today's B2B marketing and sales leaders face a mounting predicament: ensuring that their sellers meet and exceed sales targets while fulfilling the expectations of increasingly digitally oriented...

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  Webinar B2B Marketing And Sales Predictions 2020: A Conversation With The Analysts Who Made Them

  Accelerating Response To The Great Expectations For The B2B Buying Experience

  December 18, 2019 | Steven Casey, Jay McBain, Laura Ramos

  If you’ve read the blog or press coverage about our predictions for 2020, or even if you haven’t, this is your chance to engage directly with the analysts who made them. During this...

• Blog Sales Performance International And Richardson To Merge Forces

  November 26, 2019 | Mary Shea, PhD

  On Friday, November 22, European private credit firm Kartesia announced the acquisition of Richardson, a North American sales training company. Kartesia will merge Richardson with Sales Performance...

• Report Building The Business Case For A Modern Sales Enablement Toolset

  November 6, 2019 | Mary Shea, PhD

  B2B organizations that want to transform experiences for buyers, sellers, and marketers must look beyond CRM to modern enablement tools. Leveraging Forrester's Total Economic Impact™ (TEI)...

• Blog The Business Case For Modern Sales Enablement

  November 6, 2019 | Mary Shea, PhD

  In this video, I introduce my latest report, “Building The Business Case For A Modern Sales Enablement Toolset.” This research features a customizable financial analysis of the ROI of sales...

• Report Predictions 2020: B2B Marketing And Sales

  Accelerating Response To The Great Expectations For The B2B Buying Experience

  October 29, 2019 | Caroline Robertson, Steven Casey, Jay McBain

  We are approaching the end of the first half of the age of the customer. Over the past decade, we've seen business buyers become increasingly self-reliant and self-directed. But we're now seeing...

• Blog Anaplan Doubles Down On Predictive With Mintigo Acquisition

  August 28, 2019 | Mary Shea, PhD

  On August 27, 2019, Anaplan, a San Francisco-based business performance management software company, announced its intention to acquire the Israeli-founded predictive marketing and sales analytics...

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  Webinar Current Malpractice Handicaps Social Selling’s Potential

  August 28, 2019 | Mary Shea, PhD, Matthew Camuso

  As more sellers flock to social networks, the authentic connections and measurable impact we have been optimistic about since 2016 are at risk. Old-school tactics such as blast emails and cold...

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  Webinar Rethinking Sales Enablement: Digitized Engagement Drives New Opportunities For Leadership

  August 14, 2019 | Mary Shea, PhD, Lori Wizdo, Laura Ramos

  Ask five people to define “sales enablement,” and you'll probably get five different answers. Three of those will center on getting the right content in the hands of sellers...

• Blog Current Malpractice Handicaps Social Selling’s Potential

  August 5, 2019 | Mary Shea, PhD

  We first published research on social selling in 2016, and B2B sellers continue to flock to various networks to interact with their customers and prospects. Social provides the opportunity for...