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  • Mary Shea

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  • 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 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 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 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 B2B Sales Force Digital Transformation: Three Global Leaders Share Best Practices

    Fuel Your Evolution With An Innovation Mindset
    July 26, 2017 | Mary Shea, Jacob Milender

    B2B marketing and sales leaders must transform their sales forces to keep pace with digitally oriented buyers. By gleaning best practices from three global digital sales leaders at Cisco Systems,...

  • Report B2B Consultant Sellers Reign In The 21st Century

    Empower Your Sellers With Strategic Tooling
    May 22, 2017 | Mary Shea, Jacob Milender

    B2B sellers face buyers who increasingly prefer a self-guided journey. While simple commodity transactions can largely occur without direct sales interaction, for more highly considered purchases,...

  • Report Millennial B2B Buyers Come Of Age

    Update Your Sales Approach To Succeed With The Heads-Down Generation
    March 28, 2017 | Mary Shea, Shanta Samlal-Fadelle

    Demographics prove the heads-down generation is well on its way to becoming a dominant force within and outside their firms. While recent research indicates that 73% of Millennials are involved in...

  • Report Add Social Selling To Your B2B Marketing Repertoire

    It's Time For B2B Sellers To Fully Embrace The Channel
    February 7, 2017 | Mary Shea, Jacob Milender

    We are beginning to see business-to-business (B2B) social programs deliver on their early promise, with B2B marketers identifying social as a top-three demand generation tactic for building...

  • Report B2B Buyers Mandate A New Charter For Marketing And Sales

    Accelerate Alignment Or Get Left Behind
    January 10, 2017 | Mary Shea, Shanta Samlal-Fadelle

    This report is a call to action for business-to-business (B2B) marketing and sales leaders to infuse new and creative ideas into their plans. A status quo approach no longer works in this...

  • Report Account-Based Marketing Brings Marketing And Sales Into The Same Orbit

    Collaboration, Discipline, And A Science-Based Approach Lead To Success
    September 21, 2016 | Mary Shea, Shanta Samlal-Fadelle

    B2B marketers who launch and sustain formal account-based marketing (ABM) programs can help grow revenue, strengthen connections between marketing and sales, and enhance interactions with customers...

  • Report Brief: Turn B2B Buyer And Seller Data Into Insights

    Behavioral Data Enhances Interactions And Productivity
    August 23, 2016 | Mary Shea

    There is a wealth of sales enablement tools available to business-to-business (B2B) marketers today — and many ways to collect, sort, analyze, and act on buyer and seller behavioral data. The...

  • Report Quick Take: Microsoft Bets On Social To Transform The Business Customer Experience

    On June 13, 2016, Microsoft announced that it had entered into a definitive agreement to purchase LinkedIn for approximately $26.2 billion in an all-cash deal. In this quick take, we provide our...

  • Report Embrace B2B Social And Meet Buyers On Their Terms

    Social Selling Helps Restore B2B Buyer And Seller Balance
    May 25, 2016 | Mary Shea

    In a digital-first environment where the salesperson is no longer the sole purveyor of information, B2B buyers have more choices around how, when, and where they engage with vendors. Tight...

  • Report Tune Your Sales Force To Enable Perfect Pitch

    It's Time To Redesign Your Selling Systems To Succeed With The Modern B2B Buyer
    May 13, 2016 | Mary Shea, Shanta Samlal-Fadelle

    Forrester expects the B2B sales force in the US to contract by 1 million by 2020. As buyers engage more via digital channels, sales leaders need to both grow their business and make it more...