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  • Report The Forrester Automotive Wave™: US Websites, Q2 2018

    The Playing Field Is Wide Open For Carmakers To Break Away
    June 18, 2018 | Brendan Miller, Andrew Hogan

    US new auto sales surpassed 17 million vehicles in 2017 — one of the best years on record for the auto industry. Can it do better? Over 90% of US auto shoppers used manufacturers' websites to guide...

  • Report Anchor Sales And Marketing Alignment With Revenue Growth Analytics

    Best Practices To Collaborate On Analytics That Supports Growth
    May 30, 2018 | Allison Snow

    Analytics programs can be linchpins to revenue growth. But, too often, marketing and sales teams, operating with different perspectives and practices, fail to optimize the ROI of analytics efforts....

  • Report Direct Industry Analyst Relations Toward Achievable Objectives

    Supporting Sales Is The Hardest Challenge For AR
    May 21, 2018 | Kevin Lucas

    A bewildering array of options besets industry analyst relations (AR) as it tries to identify the value it can bring to a high-tech supplier. A Forrester trends survey shows that AR teams usually...

  • Report Quantify The Business Value Of CRM

    Business Case: The CRM Playbook
    May 9, 2018 | Kate Leggett, John Bruno

    CRM initiatives must not only be technically sound but must also answer the question, "What will we get for our money?" This report describes how application development and delivery (AD&D)...

  • Report Now Tech: Retail Associate Enablement, Q2 2018

    Forrester's Overview Of 24 Retail Associate Enablement Providers
    April 27, 2018 | Ananda Chakravarty

    You can use retail associate enablement tools to enhance the customer experience in the physical store and improve both labor and store operations efficiency. But to access these benefits, you'll...

  • Report Mega Vendors Use AI To Change The CRM Game

    How Microsoft, Oracle, Salesforce, And SAP Leverage AI For Customer Engagement
    April 26, 2018 | John Bruno

    Artificial intelligence (AI) is now reaching a level of maturity where application development and delivery (AD&D) professionals can leverage its advancements to change the way their businesses...

  • Report The Forrester Life Insurance Wave™: US Sales Websites, Q2 2018

    US Life Insurers Disappoint With Weak Digital Guidance
    April 18, 2018 | Ellen Carney, Jennifer Wise

    Digital touchpoints are supplementing and sometimes displacing traditional sales touchpoints like advisors as customers research and then buy life insurance. To see how helpful they are to...

  • Report The Forrester Life Insurance Wave™: Canadian Sales Websites, Q2 2018

    Life Insurance Websites Reflect Sales Models — Not Customer Goals
    April 10, 2018 | Ellen Carney, Jennifer Wise

    Digital touchpoints are supplementing and sometimes displacing traditional sales touchpoints like advisors as customers traverse online and offline paths in their life insurance purchase journeys....

  • Report Success With Bots And Virtual Assistants Depends On The Human Element

    Use These AI-Powered Solutions To Optimize Engagement With Early-Stage Buyers
    April 9, 2018 | Steven Casey

    Chatbots and virtual assistants (VAs) may be built on artificial intelligence (AI) and deliver digital experiences through virtual personas — but the success B2B marketers realize from them will...

  • Report How To Develop Valuable Messaging In The Context Of Sales Enablement

    Elevate Sales Content And Conversations With A Strategic Messaging Architecture
    March 30, 2018 | Laura Ramos

    To create content that matters, B2B marketers must understand what buyers really care about and how these concerns change during the purchase journey. In this report, Forrester outlines an approach...

  • Report Now Tech: Sales Readiness Tools, Q1 2018

    Forrester's Overview Of 15 Sales Readiness Providers
    March 28, 2018 | Mary Shea

    You 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...

  • Report Best Practices In Driving Digital Credit Card Sales

    Customers Want Fast, Easy, Digital Processes
    March 21, 2018 | Alyson Clarke

    Digital touchpoints are crucial for credit card issuers because they are now the preferred way for customers to both research and apply for new credit cards. This makes the effectiveness of the...

  • Report Forrester's Scorecard For AR And Direct Sales

    March 14, 2018 | Kevin Lucas

    This self-assessment tool helps you review your current ability to support your company’s direct sales operation via your industry analyst relations (AR) program, analyze its weaknesses, and...

  • Report Industry Analyst Relations And Sales Support

    Sales Support: The Industry Analyst Relations Playbook
    March 14, 2018 | Kevin Lucas

    Industry analyst relations (AR) teams struggle to create and demonstrate their value to sales. Forrester has distilled AR best practices for support of a vendor's direct sales processes and...

  • Report The Definitive Technology Guide To Recurring Revenue Models

    Understand The Cluttered Landscape Of Technologies Claiming To Help You Manage Your Recurring Revenue Business
    March 6, 2018 | Lily Varon, John Bruno

    More firms are incorporating digital services or anything-as-a-service (XaaS) into their product portfolios. In response, business application vendors across a diverse range of categories are...

  • Report New Tech: B2B Social Selling Tools, Q1 2018

    Forrester's Landscape Overview Of 18 B2B Social Selling Providers
    February 6, 2018 | Mary Shea, Jacob Milender, Carlton A. Doty

    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...

  • Report 2017 Indian Bank Digital Sales Functionality Benchmark

    ICICI Bank Leads The Pack, Just Ahead Of Axis Bank
    January 30, 2018 | Ashutosh Sharma, Arnav Gupta

    We used our Digital Sales Functionality Benchmark methodology to evaluate the public websites of five large retail banks in India. ICICI Bank leads the pack with a score of 55 out of 100, just...

  • Report The As-A-Service World Disrupts Traditional Sales Models

    Prepare In Advance To Avoid Missteps When Migrating B2B Sales
    January 11, 2018 | Mary Shea, Liz Herbert

    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...

  • Report Scale Your B2B Customer Obsession With A Go-To-Customer Strategy

    Strategic Plan: The B2B Marketing Playbook
    December 19, 2017 | Lori Wizdo

    B2B marketers know they need to operate across their sales and marketing silos, going beyond portfolio-centric campaigns to connect with buyers via content that engages across the entire life...

  • Report How AI Will Transform Sales

    The Present And Future Of Artificial Intelligence In Sales
    December 18, 2017 | John Bruno

    Artificial intelligence (AI) innovations in sales are happening at an unprecedented pace. Instead of supplanting traditional sellers, AI will augment how they work and engage with their buyers,...

  • Report Take L2RM To The Next Level With A Pivot — From The Funnel To Your Customer

    Vision: The Lead-To-Revenue Playbook
    December 15, 2017 | Lori Wizdo

    Savvy marketers are re-engineering their lead-to-revenue (L2R) process to transform marketing from a top-notch supplier of leads for the load-bearing sales channel to the architect of customer...

  • Report The Sales Tide Is Shifting To Pan-Route Strategies

    Chart A Course For Customer Obsession Across All Routes-To-Market
    November 30, 2017 | Mary Shea, Jacob Milender

    As 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 report...

  • Report Next-Gen Tools Will Drive Your Digital Transformation In Sales

    Innovative Interfaces And Engagement Technologies Usher In A New Era In B2B Sales
    November 27, 2017 | John Bruno

    Every successful company in history has excelled at selling its product or service, but over time, differentiation has moved from the offering to the experience. Companies can no longer afford to...

  • Report Transform Marketing With A Revenue-Relevant Customer Engagement Strategy

    Executive Overview: The Lead-To-Revenue Playbook
    November 15, 2017 | Lori Wizdo

    The lead-to-revenue (L2R) playbook is for business and consumer marketers who must power up their L2R processes to achieve new customer acquisition, current customer expansion, and overall revenue...

  • Report Getting A Grip On Seller-Focused Content

    Leverage Content Marketing Best Practices For An Effective Seller Experience
    October 31, 2017 | Caroline Robertson

    B2B marketers have learned great content is a key component for engaging buyers. And they need to apply that learning to internal content to enable and train sales. Marketing, often unknowingly,...

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