Steve Silver

VP, Research Director, Sales Operations

Forrester Bio

Author Insights

Blog

Three Simple Guidelines For Goal Setting

Steve Silver March 4, 2021
If you want functional and individual goals to be meaningful and actionable, keep them simple, limit their number, and make sure they link clearly to your mission.
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Blog

The Future Of Response Management Is Insight Driven

Steve Silver February 4, 2021
Buyers are telling you exactly what they want in their RFIs and RFPs. When it comes to winning, serving, and retaining customers, companies that include the response management team in the drive for better insights will outperform their peers.
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Blog

A Look Ahead: What Sales Operations Leaders Must Prepare For In 2021

Steve Silver October 7, 2020
Change will be constant in the year ahead. Learn the steps that sales operations leaders can take to put their organizations on a path to success.
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Blog

What’s Your Sales Operations Type?

Steve Silver March 26, 2020
  • Sales operations must evolve to meet changing internal and external demands
  • The right sales operations type depends on size, go-to-market model, offering complexity, and scale
  • Join us at Summit 2020 to learn more about the topic, network with your peers, and discover your sales operations function type
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Blog

Seven Tips for Selling in the Age of a Pandemic

Steve Silver March 18, 2020
  • The fundamental goal of solving customer problems remains unchanged — however, sales reps techniques and timing will need to adapt
  • Reps must develop remote communication skills and a plan for every customer interaction
  • Your needs are not top of mind; cultivate sensitivity to the impact on customers’ businesses, initiatives, teams and families
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Blog

Insider Tips for TechX: Things to Do in Denver Before and After the Conference

Steve Silver November 14, 2019
  • Denver is hosting the 2019 SiriusDecisions Technology Exchange, which means plenty of fun activities before and after the conference
  • You’ll want to arrive early, stay late or do both to enjoy all that Denver has to offer inside and outside
  • Although skiing is a main attraction, it’s far from the only thing to do in Denver
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Blog

What Do Honeybees Have in Common With the Modern B2B Buyer?

Steve Silver November 8, 2019
  • Changes in buyer and customer behavior are causing B2B organizations to rethink buyer-seller interactions
  • Innovative companies use advanced analytics across the revenue engine to understand and deliver a seamless buyer experience
  • However, without a thorough understanding of buyer behavior, selecting and delivering value from technology investments can be challenging
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Blog

Trade Sales Dashboards for Data-Driven Stories

Steve Silver October 4, 2019
  • Emerging sales technologies have created a “data tsunami” that makes it very challenging for sales reps, managers and leaders to get to the truth behind the data
  • Sales operations must move beyond reports and dashboards to tell the story behind the data
  • Telling an accurate story requires the ability to present information in persuasive, intuitive and actionable ways that are role-specific, timely and context-sensitive
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Blog

Navigating Netflix Is Easy – So, Why Is Navigating Sales Tech So Hard?

Steve Silver July 2, 2019
  • In a recent study from The Workforce Institute at Kronos, more than a third of employees feel their job is harder than it should be due to outdated processes and legacy technology
  • More than half of employees surveyed felt that it is easier to search for movies on Netflix than to access and review employee benefits online – and sales technology can be equally difficult
  • Digital sales transformation is the application of technology and the associated competencies to drive improvements in sales productivity
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Blog

Quarterly Sales Planning – Is That Even a Thing?

Steve Silver April 25, 2019

  • Sales operations leaders must keep in mind that sales planning is an ongoing process, not a one-time event
  • Every quarter, sales operations must evaluate performance against plan, identify variances and evaluate corrective actions or adjustments
  • Join us at SiriusDecisions Summit for a deeper dive into best practices for creating and maintaining an agile sales plan

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Blog

Six Tips for Addressing Email Overload in Your Sales Organization

Steve Silver September 7, 2018
  • Although email is a critical communication tool, it can often contribute to information overload
  • Using email effectively improves the exchange of ideas and information
  • To improve your email style, prioritize information that’s important and helpful to your audience
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Blog

The Demand Waterfall®: What Sales Operations Needs to Know

Steve Silver May 17, 2018
  • Sales operations must collaborate with marketing to define, measure and manage marketing-generated demand
  • Implementing the SiriusDecisions Demand Waterfall gives the organization a shared view of new-business-related activities across functional boundaries
  • The SiriusDecisions e-book “The Intelligent Growth Playbook: The SiriusDecisions Demand Waterfall® Family” is designed to help understand standard demand management processes
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Blog

Five Steps to an Annual Sales Force Automation Audit

Steve Silver November 27, 2017
  • Maximizing the value of your sales force automation system requires value delivery for end users and the company
  • Sales operations should conduct an annual audit of data entry requirements and mandatory fields
  • Reducing data entry time has benefits in terms of sales productivity and data quality
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Blog

Three Elements of a Sales Intelligence Program

Steve Silver October 13, 2017
  • Sales operations must turn disparate sets of data into meaningful insights that drive better decisionmaking
  • A sales intelligence program is the disciplined collection of data and the application of analysis
  • Reliable, consistent measurement and reporting are the foundations of a sales intelligence program
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Blog

Sales Operations is a Force Multiplier

Steve Silver June 21, 2017
  • Sales operations is a force multiplier for improving sales productivity
  • For optimal performance, sales operations leaders must assess, develop and enhance competencies in seven core areas
  • Sales operations is the critical link between the development and the execution of the sales and go-to-market strategy
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Blog

Sales’ Role After the Close

Steve Silver April 19, 2017
  • Sales isn’t finished when the initial sale is closed; it just transitions to a new phase
  • Understanding and mapping the customer experience is critical to increasing retention, renewal and growth
  • Sales, marketing and customer success all have a role to play in the customer journey
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Blog

What 2017 Will Mean for Sales Technology

Steve Silver January 9, 2017
  • Sales technology will continue its rapid evolution in 2017
  • Technology must support the movement toward greater organizational alignment between sales and other groups
  • Technology vendors must address the issue of end-user adoption and engagement as a competitive differentiator
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Blog

Annual Sales Planning: Some Assembly Required

Steve Silver November 15, 2016
  • Annual sales planning should follow a logical process with participants, objectives, inputs, tasks and deliverables
  • Skipping a step in the annual sales planning process is a recipe for missing plan objectives
  • Sales operations should provide analysis that informs the planning process and helps sales leaders allocate resources to achieve corporate goals
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Blog

Congratulations, You Landed the Big One! Now What?

Steve Silver September 20, 2016
  • All sales reps dream of landing the big one – that big, expensive deal with a marquee account that makes their number this year
  • As recognition of the value of large, named, strategic or global accounts, many sales orgs have teams dedicated to these accounts
  • Too often, the focus is on the acquisition component – that first big win – without a consistent process for retention and growth
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Blog

Sales Operations: We’re Here to Help (Aren’t We?)

Steve Silver July 25, 2016
  • Sales operations is shifting from reporting and process management to helping increase productivity, reduce overhead and execute sales strategy
  • Poor implementation of sales technology can affect the productivity and credibility of sales operations
  • Fulfilling the sales operations mission requires close collaboration, communication and credibility with the sales organization
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