Nancy Maluso

VP, Principal Analyst, Emerging Growth Sales

Forrester Bio

Author Insights

Blog

Leaders From Sales, Marketing, and Strategy Walk Into a Bar — Can They Agree on the Message?

Nancy Maluso September 15, 2020
  • Getting noticed by buyers in the B2B marketplace is difficult, and for emerging companies with little to no brand recognition, it’s even harder
  • Marketers must create a single, consistent message that the entire company articulates in the market as a bullhorn instead of a whisper
  • These leaders can contribute different perspectives about how to align on message and ensure that everyone in their organizations use it repeatedly 
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Blog

What Fortune Cookies (and SiriusDecisions Summit) Can Tell Us About Enabling Sellers

Nancy Maluso April 15, 2019
  • The volume of information and the pace of change make it impossible for sellers to retain everything
  • Sellers must learn to anticipate the buyer’s context and the types of information buyers will need
  • Sellers must be taught how to apply information in selling situations to move buyers along the path to purchasing
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Blog

Twelve Tips for Driving Sales Asset Productivity

Nancy Maluso January 11, 2019
  • Despite buyer need, many sales reps don’t use all the content that is available to them – usually because they cannot locate it
  • There are 12 simple steps to take to make it easier for sales reps to find and use content
  • B2B organizations must leverage usage and feedback data to make content more effective
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Blog

Herding Cats and Other Critical Sales Enablement Leadership Skills

Nancy Maluso October 22, 2018
  • Building a rockstar sales enablement effort starts with the right leader
  • Orchestrating random acts of enablement from across the organization requires collaboration expertise
  • Ninety-four percent of sales enablement leaders also have experience in selling, so leverage that experience when training reps
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Blog

The Top 10 Reasons Sales Doesn’t Read Your Email

Nancy Maluso May 2, 2018
  • Internal emails take up too much of sales reps’ time, which makes them picky about what they read
  • There are 10 surefire ways to ensure that your email will get deleted before it’s read
  • If important information is listed elsewhere, don’t send an unnecessary email to reps
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Blog

The Science of Selling – Three Things to Know

Nancy Maluso April 19, 2018
  • The art of selling is also a science, with advances in analytics helping organizations be much more scientific in their selling efforts
  • Analytical engines can provide sales reps with great insights into buyers’ likelihood to buy
  • These same engines drive proactive recommendations to reps on what to do or share with buyers
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Blog

Listening to Sales Reps Can Deliver These Five Benefits

Nancy Maluso April 5, 2018
  • Companies survey sales to get insights on what can be done better, but surveys are not enough
  • Sales reps are on the front line of interactions with customers and have valuable feedback to share with the rest of the organization
  • Creating a systemic, always-on program can capture sales insights and drive improvements in sales experience and outcomes
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Blog

Three Big Ideas From SiriusDecisions TechX 2017

Nancy Maluso November 14, 2017
  • SiriusDecisions’ third annual Technology Exchange recently took over Austin
  • Attendees learned that to get the most out of technology investments, we must redefine how we think about our requirements
  • Capabilities, user experience and dynamic response are key methods for maximizing technological impact
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Blog

Is 25 Percent a Bad Number?

Nancy Maluso July 24, 2017
  • Seasoned sales reps often don’t like to attend training
  • Sales needs to learn about new initiatives, solutions and methods to continue to be successful
  • Create a learning campaign that communicates and delivers information through various modalities, times and tools
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Blog

Developing Sales Reps While They Sell

Nancy Maluso April 5, 2017
  • Most business-to-business organizations do not provide ongoing sales rep development outside of initiative-based training  
  • Sales enablement professionals highlight a lack of core selling skills as inhibitors to growth
  • Integrating ongoing rep training and coaching efforts into daily selling activity increases rep competency and results
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Blog

Sales Leadership Exchange 2017: Sales and Marketing, Better Together?

Nancy Maluso March 9, 2017
  • Organizations that fail to align sales and marketing efforts achieve subpar performance.
  • Short of fully integrating marketing with sales, there are a few key steps that will enhance alignment.
  • Marketing and sales should agree on goals, use common metric definitions and engage in authentic interlock discussions.
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Blog

From Kickoff to Touchdown, Every Minute Counts

Nancy Maluso February 17, 2017
  • Sales kickoffs strive to motivate, recognize, reinforce and develop sales reps so they can achieve business results
  • The momentum built at kickoff can fade quickly if sales enablement efforts do not continue throughout the year
  • Year-long enablement efforts must be integrated into the daily, weekly and monthly activities of sales reps and their managers
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Blog

It’s Turnover Time for Sales

Nancy Maluso December 28, 2016
  • The ends of the calendar year and fiscal year are when high-performing sales reps consider whether they want to move to a new company
  • Managers have a direct ability to influence sales reps’ loyalty
  • Sales enablement should take steps to operationalize tactics for high-performing rep retention
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Blog

Help Me Hire Better and Faster

Nancy Maluso December 28, 2016
  • In today’s candidate-driven market, the average time to fill any open position is 52 days – sales positions take even longer
  • The adage “time is money” is never more true than in sales recruiting; every day a territory remains open is another day with lost sales
  • A multitude of tools and applications can help with sales recruitment
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Blog

Put Me In… I’m Ready to Coach – Part Two

Nancy Maluso September 20, 2016
  • Even a small improvement in sales effectiveness impacts results, effective coaching is a low-tech, low cost way to do just that.
  • Coaching involves observation, communication, practice and reinforcement.
  • Sales productivity is driven by efficiency AND effectiveness. Coaching is critical to pushing the effectiveness needle.
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Blog

Put Me In…I’m Ready to Coach – Part One

Nancy Maluso September 6, 2016
  • Even a small improvement in sales effectiveness can impacts results. Effective coaching is a low-tech, low cost way to do just that.
  • Coaching involves observation, inquiry, communication, practice and reinforcement.
  • Sales productivity is driven by efficiency AND effectiveness. Coaching is critical to pushing the effectiveness needle.
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