Forrester

For Technology Sales Enablement Professionals

Report:Buyer Role Profile: CIO

This report is designed to give sales enablement professionals an introduction to the chief information officer (CIO) role, as well as an overview of the general concerns facing people in this...

• Downloads: 43
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For Technology Sales Enablement Professionals

Report:Buyer Role Profile: Application Development

This report is designed to give sales enablement professionals an introduction to the application development (AD) role, as well as an overview of the general concerns facing people in this position....

• Downloads: 22
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For Technology Sales Enablement Professionals

Report:Buyer Role Profile: Sourcing And Vendor Management

This report is designed to give sales enablement professionals an introduction to the sourcing and vendor management (SVM) role, as well as an overview of the general concerns facing people in this...

• Downloads: 15
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For Technology Sales Enablement Professionals

Report:The Importance Of Developing A Shared Vision Of Success

Your company is likely losing a sizable number of opportunities in your pipeline because your sales teams have not successfully communicated a clear road map for executives on how they will realize...

• Downloads: 21

For Technology Sales Enablement Professionals

Report:What Executives Believe Constitutes A Valuable Meeting

Your strategy for growth -- by cross- or upselling your portfolio to new buyers at existing accounts -- is likely suffering because the executives your sales teams manage to engage are underwhelmed...

• Downloads: 21

For Technology Sales Enablement Professionals

Report:Executive Buyer Insight Study: Executives' Preferred Forms Of Sales Contact

Engaging With Executives Is More About What To Say Than How To Say It

Growing the size and health of the pipeline is a major focus at most technology vendors. For the majority of sales leaders, prospecting remains the most reliable form of creating opportunity....

• Downloads: 506

For Technology Sales Enablement Professionals

Report:Executive Buyer Insight Study: Defining The Gap Between Buyers And Sellers

The gap is striking between the sales messages vendors create, how they prepare salespeople to deliver them, and the value executive buyers perceive from those conversations. Forrester's global...

• Downloads: 261

For Technology Sales Enablement Professionals

Report:Stakeholder Profile: Sales Training Leader

In order to execute a successful sales enablement strategy, many different stakeholders must be able to work together effectively. The ability to start working more effectively across traditional...

• Downloads: 50
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For Technology Sales Enablement Professionals

Report:Executive Buyer Insight Study: Are Salespeople Prepared For Executive Conversations?

Addressing Gaps In How Effectively Salespeople Engage With Executives

To avoid being relegated to commodity status, vendors are refining their sales strategies to engage with higher level decision-makers earlier in the problem-solving process. Getting a meeting with...

• Downloads: 626

For Technology Sales Enablement Professionals

Report:Seller Insight Study: Sales Professionals' Perspective On Creating A Shared Vision Of Success

In the midst of an increasingly dynamic business climate, executives must find effective ways to navigate the challenges of establishing a vision of success from salespeople to buyer stakeholders....

• Downloads: 27

For Technology Sales Enablement Professionals

Report:Seller Insight Study: Sales Professionals' Perspectives On Building A Business Case

Knowing ROI metrics is important to build a strong business case. However, knowing how to apply them is even more so. Forrester surveyed 180 technology sales representatives who sell to senior-level...

• Downloads: 20

For Technology Sales Enablement Professionals

Report:Seller Insight Study: Sales Professionals' Perspectives On Gaining Access

Understanding which strategies salespeople find effective for gaining access to executive-level buyers is important for sales enablement professionals to properly equip their sales teams to be more...

• Downloads: 24
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For Interactive Marketing Professionals

Report:Drive Better B2B Content Distribution

Use Mobile, Social, Media, And Sales Channels To Deliver Reach And Engagement

B2B marketers are putting thought-leadership and content at the core of their marketing strategies, but even the best content marketing will falter without the right distribution strategy. While...

• Downloads: 367

For Technology Sales Enablement Professionals

Report:Seller Insight Study: Sales Professionals' Perspectives On Having Successful Meetings

Understanding why executives will take a meeting is important for sales enablement professionals to properly equip their sales teams to be more effective in pipeline development activities. Forrester...

• Downloads: 14

For Technology Sales Enablement Professionals

Report:Forrester's Standards Guide For Sales-Ready Competitive Battle Cards

To accelerate the work of sales enablement professionals in overhauling sales battle cards, Forrester organized a group of experienced practitioners who helped create Forrester’s battle card...

• Downloads: 35
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For Technology Sales Enablement Professionals

Report:Using Standards To Accelerate Your Sales Battle Card Transformation

Insights Into Building Battle Cards That Help Reps Win Deals

To justify your investment, sales battle cards must help sales outmaneuver competitors and ultimately increase their overall win rate in competitive deals. Given the siloed way competitive insight is...

• Downloads: 94

For Technology Sales Enablement Professionals

Report:How To Deliver Measurable Value From Your Sales Kickoff

Start With The Problem Your Kickoff Is Designed To Address

Sales enablement professionals, hard at work wrestling down the random acts of sales support, are finding their sales kickoff is under the scrutiny of the CEO. The question is this: If you're in...

• Downloads: 98
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For Vendor Strategy Professionals

Report:Getting The Most Out Of Client Site Visits

IT Services Vendors Need To Focus More On Their Innovation Capabilities

Delivery center site visits (CSVs) have been a great sales tool for IT services vendors over the past decade. However, these CSVs are currently undergoing a transformation, driven by new client...

• Downloads: 120
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For Vendor Strategy Professionals

Report:Forrsights: The New IT Security Buyer Landscape

Success Requires Vendors To Change Features, Positioning, And Sales Enablement

Despite the recent spate of high-profile security breaches, many chief information security officers (CISOs) find themselves marginalized by their peers and disconnected from their business's...

• Downloads: 302
• Comments: 1
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For Technology Sales Enablement Professionals

Report:Laying The Foundation For Successful Sales Coaching Initiatives

Forrester's Five-Step Sales Coaching Process To Improve Sales Coaching Consistency

Executive pressure to deliver more profitable growth translates into a host of initiatives to "help sales sell" across marketing, sales, and portfolio teams. One result is that we are seeing more and...

• Downloads: 109
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For Technology Sales Enablement Professionals

Report:Build Battle Cards That Focus On Buyer Priorities

Insights Into Building Battle Cards That Help Sales Reps Win Deals

Sales reps need battle cards to anticipate and counter competitors' claims in sales conversations, but today's battle cards are little more than side-by-side product comparisons. Sales enablement...

• Downloads: 222
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For eBusiness & Channel Strategy Professionals

Report:European Online Retail: Five Trends To Watch In 2012

European eBusiness Executives Strive To Give Their Customers Choice And Flexibility Across The Purchase Journey

European shoppers are becoming increasingly web-savvy and are turning to a wider range of touchpoints as they research and buy products online and offline. In response, eBusiness executives across...

• Downloads: 679

For CMO & Marketing Leadership Professionals

Report:CMO Imperatives For 2012

Use Technology To Move From Experimentation To Driving Results

In 2012, CMOs will need to embrace technology to help them handle big issues like: 1) addressing the maturation of social media from cool tool to critical connector with customers; 2) determining how...

• Downloads: 817
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For Technology Sales Enablement Professionals

Report:How To Make Smarter Sales Training Decisions

Making the right sales training decision isn't easy, especially when you have to move quickly to be responsive to the needs of the business. One challenge many sales enablement professionals face is...

• Downloads: 41
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For Technology Sales Enablement Professionals

Report:Align Sales Battle Cards With Customer Priorities

Effective sales reps display a strong competency �often unconsciously � of establishing mindshare with their customers. The best ones influence customers and beat competitors by focusing on the...

• Downloads: 23