Anne Slough

Principal Analyst

Author Insights

Blog

Conversational Interactions And AI: Enhancing The Digital Buying Experience And Closing Gaps In Your Sales Process

Anne Slough July 1, 2021
Organizations that fail to meet buyers’ expectations for personalized omnichannel communications risk losing market share to competitors that do.
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Blog

Sales Operations As Switzerland: How Sales Leaders Can Avoid The Politics Of Territory Design

Anne Slough April 12, 2021
Territory design and the subsequent application and management of those plans is fraught with opportunities for distortion by human intervention. In her latest blog post, Anne Slough discusses the critical role that sales operations plays to maintain equity in the territory design process.
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Blog

Why The Tech-Enhanced Sales Rep Will Be Your Differentiator

Anne Slough April 6, 2021
Learn how dynamic guided selling gives sales teams a competitive edge — and join us at this year's B2B Summit to go deeper.
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Blog

New To You Doesn’t Mean New: How Sales Tech Providers Have Reinvented Their Solutions

Anne Slough February 9, 2021
The intertwinement of revenue intelligence, revenue operations, and sales engagement platforms has become a powerful potion. These technologies have been repurposed, retooled, reinvented, and repositioned to equip sales operations for transition from a cost center to a profit center.
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Blog

AI And The Sales Rep: Where Does The Machine Stop And The Human Begin?

Anne Slough December 18, 2020
With good data, AI can continue to learn and evolve, and by doing so, enable sales reps to focus on what they do best.
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Blog

Deciding When And What To Transition For Your Organization’s Digital Transformation

Anne Slough November 11, 2020
When thinking about implementing a digital transformation, there are things sales leaders must consider to align and compensate the organization’s sales resources with the shift. Forrester analyst Anne Slough shares how a digital transformation impacts the sales team’s success.
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Blog

I See You! How Technology Increases Customer Transparency and Lifetime Value

Anne Slough September 10, 2020
Customer insights that organizations are able to glean, via technology, have continued to increase customer relationship transparency. These insights equip sales operations teams with the data needed to automate administrative activities. The resulting transparency arms sales operations and reps with a competitive advantage.
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Blog

You’ve Got My Attention — Now What? Providing High-Impact Predictive Content to Increase Sales Velocity

Anne Slough August 11, 2020
  • High-impact predictive content is changing the way in which sales operations can influence the sales process
  • Sales operations analysis should reveal which content is working best and at which stage of the sales cycle
  • These insights will allow sales operations to take a more proactive approach to addressing gaps in performance and process
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Blog

Is Your Sales Operations Team “Keeping up With the Joneses?” How Sales Ops can Be a Differentiator

Anne Slough July 6, 2020
  • Sales operations has increasingly shifted its focus from the tactics to strategy
  • The team should position itself to be the source of truth for the sales organization
  • Future sales operations roles will require higher levels of business acumen and communication skills
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Blog

How to Financially Protect and Motivate Your Sales Team During a Pandemic

Anne Slough May 21, 2020
  • During an economic disruption, B2B organizations must decide how to protect their sales reps’ income
  • When executed properly, changes made to sales rep compensation signal business stability and commitment to the sales team
  • Sales operations leaders must balance company risk with employee security to ensure an even and sensible approach
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