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.
Insights
Blog
This Year’s B2B Summit Sales Enablement Track — “How’d We Do?” And “What Comes Next?”
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
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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B2B Summit North America
Join us for the year’s premier event for B2B marketing, sales, and product leaders. Get expert insights and analysis to define your vision and accelerate growth.
Blog
How Many Products Can A B2B Sales Rep Sell?
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?
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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Podcast
The Future Of B2B Sales: More Personalized And Process-Driven
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
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
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
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
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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Blog
What My Love-Hate Relationship With Golf Taught Me About Sales Role-Playing
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
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
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
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
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
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
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?
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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Blog
Practicing What We Preach: An Inside Look at Forrester’s Sales Advisory Council
Most B2B organizations invest significant effort in customer feedback via customer advisory boards, but many fail to consider the same kind of insight from their internal sales team. Sales advisory councils represent a valuable opportunity for organizations to collect vital sales feedback on major strategic initiatives and identify any broad sales issues that must be addressed. Forrester’s own council is a textbook definition of how high-performing sales teams leverage a sales advisory council.
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Blog
The Forrester SiriusDecisions Summit Asia Pacific 2020: Learning What Sales Leaders in Asia Do to Win
Summit plenary sessions will include actionable insights about changing B2B buying habits and practical advice about how to create resilient sales plans to navigate turbulent times. Sales-specific track sessions will outline how to build a best-in-class outbound prospecting organization, how to select and implement a sales methodology, and how to adopt dynamic selling. technology
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Blog
Share Your Sales Enablement Experiences With Us!
Sales enablement and marketing professionals interested in the current and future state of the sales enablement function should take this survey and be the first to receive results.
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