Peter Ostrow

VP, Principal Analyst, Sales Enablement

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Blog

Four Sales Enablement Facts That Will Make You Nervous About Taking Too Much Summer Vacation – Part II

Peter Ostrow July 28, 2017
  • Sales enablement’s three main responsibilities – asset, talent, and communications management – offer room for continuous improvement
  • Understanding what good looks like among your peer group is a vital step toward creating positive change
  • High-performing organizations represent early adoption of enablement best practices
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Blog

Four Sales Enablement Facts That Will Make You Nervous About Taking Too Much Summer Vacation – Part I

Peter Ostrow July 12, 2017
  • Sales enablement’s three main responsibilities – asset, talent and communications management – offer room for continuous improvement
  • Understanding what good looks like among your peer group is a vital step toward creating positive change
  • High-performing organizations are early adopters of enablement best practices
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Blog

Metrics: Leading, Leaning and Lagging, Oh My!

Peter Ostrow June 12, 2017
  • Sales leaders are constantly debating which metrics tell the most accurate story about their performance
  • Practitioners need to distinguish between leading and lagging KPIs
  • Sales enablement must focus on maximizing the selling time of high-performing reps
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Blog

Five-and-a-Half Questions to Ask SAM Providers

Peter Ostrow March 15, 2017
  • The number of SAM offerings available can be mind-boggling
  • This is good news for sales enablement, because competition drives innovation
  • These table-stakes requirements are must-haves for any short-listed provider
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Blog

What’s the Cost of a Bad Sales Hire?

Peter Ostrow February 10, 2017
  • Sales reps are expected to deliver a high-quality experience, are quite expensive and represent a long-term investment
  • Investing in bad hires comes at a high cost
  • Companies must make an effort to reduce sales turnover to reduce the expense of losing high performers
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Blog

Sales Learning: Your Reps Don’t Come With an Instruction Manual, Part 2

Peter Ostrow January 24, 2017
  • B2B sales professionals are y focused only on closing deals; taking time away for learning is a struggle despite an acknowledged need for long-term training
  • Sales enablement, charged with finding the right balance between driving knowledge to the field and maximizing selling time, often depends on supporting technology to transmit knowledge
  • Selecting the right platform requires identifying the core learning format and delivery needs of reps, as well as organizational requirements for delivery, measurement and reporting
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Blog

Sales Learning: Your Reps Don’t Come With an Instruction Manual, Part 1

Peter Ostrow January 17, 2017
  • It’s not enough for B2B sales enablement teams to simply launch learning content toward sales reps.
  • Understanding the needs of sales reps and who they are as learners is essential for a successful, technology-based adoption
  • This blog shares two of the five rep-friendly characteristics that sales learning environments must include
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Blog

TechX Preview: Buying for Sales – Vendor Selection

Peter Ostrow November 3, 2016
  • The sales enablement space is exploding with new technologies and increasing budgets
  • The process of selecting and integrating the right enablement solution is both art and science
  • SiriusDecisions TechX 2016 will teach delegates how to get sales vendor selection right
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Blog

So, Is Social Selling Just…Selling?

Peter Ostrow September 30, 2016
  • Even the most social media-phobic salesperson knows that participating can help then, even if they aren’t motivated enough to dive in
  • Social selling has moved far beyond “if” in terms of acceptance and understanding. It’s time for “when” and “how”
  • By understanding how to better listen, contribute, and collaborate via user-generated content, enterprises and individual contributors improve sales performance
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Blog

Fifteen Ways to Guarantee a Product Demo Fail

Peter Ostrow September 6, 2016
  • Few B2B interactions are as crucial as the software product demo
  • Sales and marketing professionals need to up their game at this key point in the buyer’s journey
  • Use these 15 best practices to maximize the chance of losing a deal
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Blog

The Three Habits of Highly Effective Sales Onboarders

Peter Ostrow July 21, 2016
  • The rapid growth of the sales enablement space creates great opportunities to add enterprise value in a noisy marketplace
  • No enablement initiative should progress without defining core sales competencies, a logical hiring cadence and appropriate onboarding KPIs
  • Top enablement performers perfect the triumvirate of attracting, onboarding and optimizing “A” sales talent
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Blog

Collaborative Sales Learning: Not a Contradiction

Peter Ostrow June 8, 2016
  • Modern sellers are far more amenable to learning and sharing via peers
  • Collaboration platforms, video solutions and gamification can be effectively deployed to support long-term learning goals
  • Rich media solutions are well-suited to nano-learning and real-time, self-paced sales rep education
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