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This webinar reviews the landscape of strategic account mapping and alignment technologies that help organizations’ account planning and execution efforts by revealing complex relationships, identifying white space, supporting opportunity planning efforts, and enabling collaboration that makes it easier to identify, win, retain, and grow business with key accounts.
Key takeaways:
Target audience level: intermediate
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Sales and sales operations leaders should use this report to understand the capabilities of emerging vendors within major segments of the account-based selling market to inform their technology strategies.
Customer success (CS) is a vital business capability that can develop out of several existing functions, including support, sales, or marketing. As a company grows, CS sprawl can increase, making it difficult to consolidate resources under dedicated leadership with the technology and processes designed to achieve agreed-upon outcomes. Maturing CS requires moving away from its dependence on human labor toward digital-led ways to engage and guide customers toward the outcomes they want and the value they deserve.In this webinar, Forrester vice president and principal analyst Laura Ramos shows customer engagement leaders how to use Forrester’s Total Economic Impact™ (TEI) methodology to build a business case for combining distributed, nondedicated resources into a formally chartered CS function with the processes, responsibility, and technology to support any enterprise-scale business. We explore the TEI of three key digital-led investments — a customer-centered digital experience, integration of learning content or technology, and a community-based advocacy program — and what returns you can expect from each.Key takeaways: Learn why now is the time to scale CS using digital-first approaches.Understand four popular, practical ways to extend CS impact by digitalizing postsale experiences.Connect the Total Economic Impact™ (TEI) methodology to smart CS investment.Explore how to build your business case around increasing CS ROI.Target audience level: beginner and intermediate
B2B events play a dominant role in B2B marketing activity, with events spend consistently among the largest budget line items in Forrester surveys. Moreover, with 49% of CMOs believing that events are now more important than they were pre-pandemic, this trend will continue. However, the environment in which teams plan and execute their events has transformed. This webinar shares findings from Forrester’s Q1 2024 State Of B2B Events Survey and highlights areas for leaders to think about as they build a future fit event strategy.Key takeaways: Explore key findings from Forrester’s Q1 2024 State Of B2B Events Survey.Understand what the new omnichannel event mix looks like.Learn how leaders are thinking about the future of their events and their top focus areas.Target audience level: all levels
In every B2B sales organization, one of the most important roles is that of first-line sales manager (FLSM). Part coach, part leader, part manager, and part recruiter, this challenging position combines a wide range of skill sets and provides ample opportunities for both success and failure on a larger scale than that of a single, individual contributor sales rep. In this webinar, Forrester vice president and principal analyst Peter Ostrow provides research-based recommendations for how to optimize the FLSMs in your sales organization.Key takeaways:Learn whether promoting top-selling reps from within, hiring from elsewhere within your organization, or recruiting sales managers externally is the best strategy for your organization.Gain insight into the key attributes of high-performing sales managers.Learn about four critical best practices for first-line sales manager enablement.Acquire best practices for B2B sales manager staffing and enablement.Target audience level: intermediate
Emily Pfeiffer, Forrester principal analyst, presents the state of the commerce search and product discovery market, including the results of the recent Forrester Wave of this market. With the help of Sucharita Kodali, VP and principal analyst, Emily takes your questions — live!Key takeaways: Learn the state of the newly-converged commerce search market.Know who the major players are and how they’re leveraging their recent acquisitions.Target audience level: all levels
For too long, the B2B enablement community has struggled with identity, with our “why” and “what” undergoing seemingly constant analysis paralysis. It’s time to leverage our amazing evolution more effectively by proving how enablement actions and expertise inform business outcomes that matter — and by informing your best journey to success. Forrester VP and Principal Analyst Peter Ostrow reveals new research data showcasing how best-of-breed enablement leaders deliver measurable outcomes across the entire spectrum of hot topics for 2024: delivering measurable value, optimizing seller competence and content, and adapting to constant change.Key takeaways:Learn how to deliver measurable enablement value.Discover ways to optimize seller competence and content. Understand how to adapt to constant industry change.Target audience level: all levels
Data quality is not a destination but a continuous journey of evolution and prioritization. “Redux” for data quality refers to the ongoing activity of improving data quality as an iterative process. Creating high-quality data involves identification of issues related to data accuracy, completeness and consistency, remediation, continuous monitoring, and maintenance of these processes throughout the lifecycle of the data.Key takeaways:Learn how to identify data quality issues and improve incrementally and iteratively.Understand how data quality can be augmented through automated rules recommendation, dashboards, observability, and statistics.Target audience level: all levels
