Sales Enablement

Sales success — and, by extension, organizational success — rests in large part on sales reps having the skills and knowledge required to execute on sales strategy. Read our sales enablement insights to equip your sales team to achieve and exceed objectives.

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Insights

Podcast

To Succeed In B2B Sales, Talent Alone Won’t Cut It

What It Means 6 days ago
The days of relying on superstar sales reps to land huge, quarter-saving deals are over. Winning and retaining today’s buyers takes a systematic, broader-based approach to selling. Vice President and Senior Research Director Phil Harrell explains what this approach entails on this week’s podcast episode.
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Blog

From Monolithic To Modular: Kicking Your Sales Content Engine Into High Gear

Kathleen Pierce April 26, 2021
To deliver relevant experiences for each buying situation, B2B organizations need modular sales content. At B2B Summit, learn how high-performing organizations use sales content solutions to achieve this.
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Rev Up Sales Productivity. Drive Performance

Explore our sales productivity resources to enhance sales efficiency and effectiveness. Find videos, frameworks, guides, and more.

Blog

The Three Reasons Portfolio Marketers Must Enable All Buyer- And Customer-Facing Roles

Barry Vasudevan April 19, 2021
When considering portfolio marketing’s role in enablement, take a revenue enablement approach to ensure that knowledge is delivered to the various teams that require it in the way they want to receive it, and delivered when they need it.
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Blog

This Year’s B2B Summit Sales Enablement Track — “How’d We Do?” And “What Comes Next?”

Jennifer Bullock March 22, 2021
Enablement practitioners proved to be incredibly innovative and agile when making the shift to working remotely in 2020.
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Blog

Marketing Leaders, Tell Your Buyers The TEI Investment Story: Part Two

Stephanie Slate March 15, 2021
The transparency a TEI study offers allows your sales teams to focus their time on quality leads, rather than on those that will never close.
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Blog

How Many Products Can A B2B Sales Rep Sell?

Peter Ostrow March 8, 2021
Mergers and acquisitions and other major changes can place enormous pressure on frontline sales organizations. Learn when the strain becomes too much in this B2B Summit session preview.
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Blog

Sales Leaders: What Happens When We All Get To Travel Again?

Peter Ostrow March 2, 2021
Pretty soon, we’re going to start booking business travel again. After the initial endorphin release, how much will we have learned from selling in a work-from-home world?
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Quantify Your Sales Reps’ Time

Gain clarity on your sales team’s productivity by understanding how reps allocate their time.

Podcast

The Future Of B2B Sales: More Personalized And Process-Driven

What It Means February 11, 2021
COVID-19 accelerated changes that were already underway in B2B sales — and Vice President and Group Director Phil Harrell says there’s no turning back. On this week’s What It Means, he explains how sales organizations can position themselves for success in a permanently altered landscape.
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Blog

Marketing Leaders, Tell Your Buyers The TEI Investment Story

Stephanie Slate February 10, 2021
Companies still rely on their B2B marketers to convince buyers their technology is worth the investment. So, what type of strong, persuasive content can marketers create that’ll enable sales teams to get buyers over the finish line?
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Blog

Confessions Of A Former “Charterless” Sales Enablement Practitioner

Jennifer Bullock December 17, 2020
Without a charter, sales enablement leaders run the very real risk of being in the position of having to solve problems as they arise with no real scope, strategy, or sense of priority. In her latest blog post for Forrester, analyst Jennifer Bullock shares why a sales enablement charter is key to success.
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Blog

Three Sales Methodology Trends We Can All Get Behind

Eric Zines December 15, 2020
The days of sales methodology vendors offering a single strategy for every selling situation may be numbered. Vendors are now aiming to address sellers' specific challenges — and they're doing so with urgency.
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Blog

The Race Is On: Allego Acquires Refract As Sales Tech Consolidation Accelerates

Mary Shea December 10, 2020
As the reality of a current and future world where B2B buying and selling largely takes place in remote and digital formats sets in, sellers must evolve their skill sets, sales leaders must reimagine their go-to-market strategies, and sales enablement providers must increase the value they deliver to their customers. The pace of COVID-induced trends […]
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Master Virtual Selling

Arm your sales organization with the skills and tools needed to thrive in a virtual-first environment. Find best practices to fuel success in our guide.

Blog

What My Love-Hate Relationship With Golf Taught Me About Sales Role-Playing

Jennifer Bullock November 2, 2020
Like in golf, there are so many motions to consider in any customer interaction. Sales enablement practitioners must deconstruct role-playing exercises to enable reps to get into top-selling form.
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Blog

Four Critical Planning Considerations For Sales Enablement Leaders In 2021

Eric Zines October 20, 2020
Sales enablement leaders should be prepared to optimize and expand the all-virtual environment in 2021. Annual planning — for resources, personnel, and programs — will be particularly difficult as enablement leaders solve for the current environment but also anticipate what comes next. Improve your odds for success with the four following suggestions.
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Blog

“Would You Buy A Car Without Knowing How To Drive?” And Other Sales Enablement Head-Scratchers From 2020

Peter Ostrow October 13, 2020
If 2020 has taught us anything, it’s that change is exceptionally hard for many people. The best sales enablement teams excel at change management.
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Blog

Adoption May Be a Luxury, But Respect Is Essential

Peter Ostrow October 2, 2020
Many sales leaders employ, tolerate, and enable high-maintenance sellers, because such reps yield a final product we value. But is this sustainable?
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Blog

Building A Sales Enablement Team: Know The What, When, And Why, But Focus On The Who

Jennifer Bullock October 1, 2020
You can ask 10 different sales enablement professionals how they define their function and hear at least that many definitions of what sales enablement is, does, or is responsible for.
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Blog

Five Questions To Ask Before Changing Sales Methodologies

Eric Zines September 25, 2020
Sales methodology is a topic that evokes a wide range of comprehension among sales professionals, largely depending on their personal history with the methodologies their previous employers used.
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Blog

Key Takeaways From The Forrester Wave™: Sales Content Solutions, Q3 2020

Laura Ramos September 15, 2020
In Forrester’s recently published report, “The Forrester Wave™: Sales Content Solutions, Q3 2020,” we evaluated the nine most significant ones — Accent Technologies, Bigtincan, ClearSlide (a division of Corel), Highspot, Mediafly, MindMatrix, Pitcher, Seismic, and Showpad — against 40 criteria. After researching, analyzing, and scoring each vendor’s current offering, strategy, and market presence, we identified […]
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Blog

Is Your Content Helping Or Annoying Your Customer Success Team?

Amy Bills September 11, 2020
Data from the SiriusDecisions 2020 Customer-Facing Roles Survey indicates that the right content makes the difference in the ability of CSMs to meet customer expectations. Just as important: The right content reduces time wasted searching for material, which means B2B organizations are more likely to keep those CSMs around.
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