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  • 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

    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, 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...

  • Report The State Of Digitized Selling

    Stop Testing The Waters And Get Immersed
    December 27, 2019 | Mary Shea, 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...

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

    November 6, 2019 | Mary Shea

    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

    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...

  • Report Gauge Your Customer Lifecycle Marketing Maturity

    Assessment: The B2B Marketing Playbook
    August 20, 2019 | Lori Wizdo

    To help you assess the maturity of your customer lifecycle marketing (CLM) practices, we've developed an assessment framework, comprising 20 criteria across five competencies — strategy, structure,...

  • Report Five Critical Competencies Help Sales Enablement Leaders Traverse A New Landscape

    August 19, 2019 | Laura Ramos

    What does it take to transform your sales enablement function beyond the content-focused foundation on which many programs were built? Read this report to understand the current landscape and...

  • Report Milestones On The Journey To Modern Sales Enablement

    June 7, 2019 | Lori Wizdo, Mary Shea

    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 Future Of Sales Enablement Is The C-Suite

    Lead Change By Calibrating Selling Motions To Buying Preferences
    April 3, 2019 | Mary Shea

    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...

  • Report The Forrester Tech Tide™: Sales Technologies, Q4 2018

    Seventeen Technologies Underpin The Sales Ecosystem
    December 20, 2018 | Tom Kaneshige, Kate Leggett, John Bruno

    Consultative selling is increasingly critical to firms' ability to win, serve, and retain their customers. To accelerate their performance in sales, companies are evaluating and adopting a range of...

  • Report GDPR And The B2B Seller

    Keep Calm And Sell On
    August 27, 2018 | Lori Wizdo, Mary Shea, Matthew Camuso

    B2B companies are wrestling with the impact that new privacy regulations will have on seller behaviors and selling processes. They must rethink everything from the collection and storage of...