Seth Marrs

Principal Analyst, Sales Operations

Forrester Bio

Author Insights

Blog

The Six Components Of Effective Sales Compensation Plans

Seth Marrs November 17, 2020
Here we offer the six components of our compensation model, along with an overview of what is needed to ensure each is operating at the highest possible level.
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Blog

Quoting Is About More Than Just Efficiency — It’s Also A Key Sales Driver

Seth Marrs September 28, 2020
Forrester SiriusDecisions Summit EMEA is almost here! Don’t miss Seth Marrs and Anne Slough’s presentation “Dynamic Guided Selling: Sales Technology That Actually Works for Sales Reps” and learn how to use quoting results to identify cross-sell opportunities.
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Blog

The Best of Both Worlds: Sales Reps Can Finally Get Value From Their Customer Interactions Without Needing to Log Them

Seth Marrs September 2, 2020
  • Sales activity analysis identifies insights that enhance the quality of buyer interactions
  • Automating activity capture reduces sales administrative time while increasing insights
  • Better insights help sales reps shift behavior from doing the same thing to doing the most meaningful thing
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Blog

Cadence Optimization Is a Sales Rep Prospecting Superpower

Seth Marrs August 4, 2020
Follow three steps to improve the effectiveness of your prospecting teams, and leverage AI to enhance your sales reps' ability to connect with buyers.
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Blog

Sales Reps as Psychics: Buyers Want You to Know Their Expectations, Even if They Haven’t Told You What They Are

Seth Marrs July 14, 2020
  • Use digital interactions to educate sales reps about buyer needs
  • Three specific opportunities allow reps to take advantage of digital interactions to close more sales
  • Analyzing digital interactions is an underutilized tool that helps reps to anticipate buyers’ needs
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Blog

Are You Managing Your Sales Data or Is It Managing You?

Seth Marrs July 2, 2020
  • Dynamic guided selling requires clean, real-time data to deliver the desired results
  • Three data management shifts will help organizations use AI effectively to improve performance
  • Eliminate data cleansing as a daily task to maximize analytics capabilities
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Blog

Sales Success Is Not About Hitting Quota

Seth Marrs May 19, 2020
  • A quota is only valid if it is aligned to company and employee success
  • Many companies think success equals growth but could be doing much better
  • Inaccurate quotas degrade their value as a motivator for sales reps
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Blog

Turn Your Funnel Upside Down and Shake Out a Plan to Over-Deliver After a Crisis

Seth Marrs May 15, 2020
  • Leverage downtime to prepare sales to be more productive when we defeat Covid-19
  • Channel your inner organizer to better understand your sales funnel
  • Use this time to connect with buyers using new methods that may be more effective
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Blog

What If the World Depended on the Accuracy of Your Org’s Data?

Seth Marrs April 22, 2020
  • Data accuracy is critical today but still a struggle for even the most important tasks and analysis
  • To maximize its effectiveness, AI requires accurate, real-time data
  • The right data structure will enable the focus to shift from today to the future
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Blog

AI Can Get You a Date, But Can It Keep Your Buyers From Swiping Left?

Seth Marrs March 3, 2020
  • AI is taking on tasks many believed only humans could perform
  • As AI develops and matures, B2B buyers will start to transition more of their decisionmaking to AI tools
  • For B2B organization to stay relevant, they must properly implement AI tools to better support their buyers
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Blog

Supercharging Sales with Dynamic Guided Selling

Seth Marrs February 3, 2020
  • Dynamic guided selling is a concept that is poised to become a reality in B2B sales organizations
  • Integrating sales tools to build an iterative process enables sales teams to win more
  • E-commerce guided selling, configure, price and quote (CPQ) systems, customer relationship management (CRM) and AI are the foundation for every customer interaction
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