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  • Webinar Current Malpractice Handicaps Social Selling’s Potential

    Wednesday, August 28, 2019, 11:00 a.m.-12:00 p.m. Eastern time (16:00-17:00 GMT) | Mary Shea, 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...

  • Webinar Rethinking Sales Enablement: Digitized Engagement Drives New Opportunities For Leadership

    Wednesday, August 14, 2019, 11:00 a.m.-12:00 p.m. Eastern time (16:00-17:00 GMT) | Mary Shea, 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 Now Tech: Online Video Platforms For B2B Marketing And Sales, Q2 2019

    Forrester's Overview Of 35 Video Platform Providers
    June 21, 2019 | Laura Ramos, Nick Barber

    You can use online video platforms to create more engaging content, tell more authentic stories, and help sellers to be more human and helpful to buyers. But to realize these benefits, you'll first...

  • Report Milestones On The Journey To Modern Sales Enablement

    Road Map: The Sales Enablement Playbook
    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 Q&A: How To Win Enterprise Clients And Survive The Process

    A Guide For Emerging Vendors On How To Excel At Selling To Enterprises
    February 26, 2019 | Oliwia Berdak

    Technology startups are keen to win enterprise customers. Just a few marquee names can anchor the business and make it easier to hire talent and secure funding — and a few hundred can create a...

  • Webinar Predictions 2019: Customer Service And Sales

    January 7, 2019 | Daniel Hong, Tom Kaneshige, Kate Leggett

    For some time, the burning question has been: Will robots replace humans? While the proliferation of robotic process automation (RPA) has reduced headcount in the back office, it’s a...

  • Report Winning In The Channel Requires Data-Driven Program Innovation

    Leverage Channel Data To Give Partners A Better Experience
    January 2, 2019 | Jay McBain

    Channel partners demand consistent, predictable programs, but indirect sales strategies, teams, and technologies reinforce silos in the partner journey, causing partners' dissatisfaction and...

  • 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 Evaluate Your Sales Enablement Maturity

    Five Core Competencies Increase Sales Effectiveness
    November 6, 2018 | Laura Ramos, Meredith Cain

    B2B firms are reshaping their sales enablement function to give evolving business consumers a better experience, support sellers more effectively, and reduce the cost of selling to the business. To...

  • Report The Forrester Tech Tide™: B2B Marketing Technologies, Q4 2018

    18 Technologies Underpin Modern B2B Marketing
    October 25, 2018 | Steven Casey, Laura Ramos, Mary Shea

    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...

  • 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 Shea

    In our 33-criteria evaluation of sales enablement automation platform providers, we identified the 12 most significant ones — Accent Technologies, Bigtincan, Brainshark, ClearSlide, ClientPoint,...

  • Report The Forrester Automotive Wave™: European Websites, Q3 2018

    European Auto Brands' Sites Don't Meet Customers' Evolving Expectations
    August 29, 2018 | Brendan Miller, Alex Causey

    More than half of European consumers spend 10 hours or more researching a new car, and nearly three-quarters consider three or more brands before they purchase or lease a vehicle. To gauge how...

  • Report Modern B2B Buying Experiences Require A Singular Content Strategy

    Four Practices Align Marketing Content To Both Buyers And Sellers
    August 22, 2018 | Laura Ramos

    Sellers need marketing to support them with content that incorporates the same messages and insights to which buyers respond well. A single B2B content marketing strategy shared by marketing and...

  • Report Now Tech: Sales Performance Management Solutions, Q3 2018

    Forrester's Overview Of 15 Sales Performance Management Providers
    August 1, 2018 | Mary Shea

    You 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...

  • 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 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 Now Tech: Retail Associate Enablement, Q2 2018

    Tools And Technology: The Digital Store Playbook
    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 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 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,...