Search Results

• Report The Forrester Tech Tide™: Sales Technologies, Q1 2021

  15 Technologies That Underpin Sales

  February 16, 2021 | Mary Shea, PhD

  Sales technologies are increasingly critical to firms' ability to win, serve, and retain customers. To accelerate revenue performance, companies are evaluating and adopting a range of contributing...

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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...

• 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...

• 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...

• 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...

• 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...

• 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)...

• 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...

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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...

• Report Current Malpractice Handicaps Social Selling's Potential

  Shift Your Mindset And Programs To Social Engagement

  August 5, 2019 | Mary Shea, PhD, Matthew Camuso

  Sellers are flocking to social networks, but the authentic connections and measurable impact we have been optimistic about since we wrote our first report on social selling in 2016 are at risk....

• Report Milestones On The Journey To Modern Sales Enablement

  June 7, 2019 | Lori Wizdo, Mary Shea, PhD

  The vanguard of sales enablement (SE) leaders is tracking a new North Star. They are building on past success as direct sales supporters to become the strategic business architects for the entire...

• Report The Forrester New Wave™: Sales Social Engagement Tools, Q2 2019

  The Eight Providers That Matter Most And How They Stack Up

  April 18, 2019 | Mary Shea, PhD

  In Forrester's evaluation of the emerging market for sales social engagement tools, we identified the eight most significant providers in the category — Dynamic Signal, EveryoneSocial, Facelift...

• Report The Future Of Sales Enablement Is The C-Suite

  Lead Change By Calibrating Selling Motions To Buying Preferences

  April 3, 2019 | Mary Shea, PhD

  Whether or not your organization is one of the only 25% that have a mature sales enablement (SE) function in place, know that evolving buyer dynamics demand a scope well beyond the content-focused...