Charts & Figures
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Forrester's Total Economic Impact™ Analysis Summary For SE Platforms
November 6, 2019
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Key Elements Of The Business Technology Case
November 6, 2019
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Sales Leaders Reap Significant Productivity Gains
November 6, 2019
Search Results
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Webinar The Business Case For A Modern Sales Enablement Toolset
Monday, January 6, 2020, 11:00 a.m.-11:40 a.m. Eastern time (16:00-16:40 GMT) | Mary SheaThis webinar looks holistically at three tools — sales engagement, sales enablement automation, and sales readiness — that are rapidly becoming foundational to the 21st-century sales...
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Webinar B2B Marketing And Sales Predictions 2020: A Conversation With The Analysts Who Made Them
Wednesday, December 18, 2019, 1:00 p.m.-2:00 p.m. Eastern time (18:00-19:00 GMT) | Steven Casey, Jay McBain, Laura RamosIf 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...
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Report Building The Business Case For A Modern Sales Enablement Toolset
Business Case: The Sales Enablement Playbook
November 6, 2019 | Mary SheaB2B 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)...
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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...
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Webinar Current Malpractice Handicaps Social Selling’s Potential
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
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...
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Report Current Malpractice Handicaps Social Selling's Potential
Shift Your Mindset And Programs To Social Engagement
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....
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Report Milestones On The Journey To Modern Sales Enablement
Road Map: The Sales Enablement Playbook
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...
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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 SheaIn 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...
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Report The Future Of Sales Enablement Is The C-Suite
Lead Change By Calibrating Selling Motions To Buying Preferences
April 3, 2019 | Mary SheaWhether 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...
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Report The Forrester Wave™: Sales Performance Management Solutions, Q1 2019
The Eight Providers That Matter Most And How They Stack Up
January 18, 2019 | Mary SheaIn our 35-criterion evaluation of sales performance management (SPM) providers, we identified the eight most significant ones — Anaplan, beqom, IBM, NICE, Optymyze, Oracle, SAP, and Xactly — and...
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Report The Forrester Tech Tide™: B2B Marketing Technologies, Q4 2018
18 Technologies Underpin Modern B2B Marketing
B2B marketing technologies are increasingly critical to firms' ability to win, serve, and retain their customers. To accelerate their performance in B2B marketing, companies are evaluating and...
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Report The Forrester Wave™: Sales Enablement Automation Platforms, Q3 2018
The 12 Providers That Matter Most And How They Stack Up
September 24, 2018 | Mary SheaIn our 33-criteria evaluation of sales enablement automation platform providers, we identified the 12 most significant ones — Accent Technologies, Bigtincan, Brainshark, ClearSlide, ClientPoint,...
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Report B2B Consultant Sellers Reign In The 21st Century
Empower Your Sellers With Strategic Tooling
August 27, 2018 | Mary SheaB2B buyers prefer a self-guided journey. While simple commodity transactions can occur without direct sales interaction, more highly considered purchases require B2B marketing and sales leaders to...
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Report GDPR And The B2B Seller
Keep Calm And Sell On
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...
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Report B2B Digital Sales Transformation: Three Global Leaders Share Best Practices
Fuel Your Evolution With An Innovation Mindset
B2B marketing and sales leaders must transform their sales forces to keep pace with digitally oriented buyers. We gleaned best practices from three global digital sales leaders at Cisco Systems,...
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Report Now Tech: Sales Performance Management Solutions, Q3 2018
Forrester's Overview Of 15 Sales Performance Management Providers
August 1, 2018 | Mary SheaYou can use sales performance management (SPM) solutions to better align sales execution to your business strategy, to increase sellers' motivation and effectiveness, and to optimize business...
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Report Now Tech: Sales Readiness Tools, Q1 2018
Forrester's Overview Of 15 Sales Readiness Providers
March 28, 2018 | Mary SheaYou can use sales readiness tools to overcome the limitations of event-based sales training, engage with learners in the formats they prefer, and utilize analytics to drive better commercial...
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Report New Tech: B2B Social Selling Tools, Q1 2018
Forrester's Landscape Overview Of 18 B2B Social Selling Providers
With traditional sales channels fatigued, B2B marketing and sales leaders are getting serious about rolling out social selling programs. This report presents a review of 18 vendors in the B2B...
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Webinar It's Time To Place The Customer At The Center Of Your Commercial Strategy
January 16, 2018 | Mary SheaAs B2B buyers’ expectations change, the boundaries blur between their preferred sales channels. Leading B2B firms recognize this and are adapting their routes-to-market strategies. This...
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Report The As-A-Service World Disrupts Traditional Sales Models
Prepare In Advance To Avoid Missteps When Migrating B2B Sales
While an X-as-a-service (XaaS) model has many benefits for vendors and customers alike, migrating from a traditional to an XaaS delivery model can wreak havoc on selling systems. When embarking on...