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
Why Can’t My Sellers Adapt More Quickly?
How recently did your company leadership issue a directive implying that the sales team must change their behavior? Not long ago, if yours is like most revenue organizations. Whether it’s framed as changing from tactical to strategic selling, focusing on solutions instead of products, or prospecting deeper into buying groups, most institutions habitually move the […]
Blog
Your Predictions Questions Answered: Leveraging GenAI Successfully
During Forrester’s Predictions 2024 webinar, we received a lot of great questions about how generative AI might affect customer-facing functions such as marketing, customer experience, and sales. Check out our answers.
Skyrocket Your Growth And Revenue With Our B2B Predictions
Watch our B2B predictions webinar exploring the opportunities successful B2B marketing, product, and sales leaders will embrace — and the genAI content mistake to avoid.
Blog
“32 To 36 Courses” Is Not Revenue Enablement
Equipping sellers for better performance isn't a matter of course volume. Explore the questions that should guide learning.
Blog
B2B Summit North America 2024: Your Ticket To Turning Disruption Into Growth
Explore the strategies and tools needed to drive customer-obsessed growth at our premier event for B2B marketing, sales, and product teams.
Podcast
How To Use AI To Uplevel Revenue Enablement
Many revenue enablement leaders are simultaneously intimidated and intrigued by AI, particularly generative AI (genAI). The sooner they embrace it, the sooner they can help make sellers and other customer-facing roles more effective. Vice President and Principal Analyst Peter Ostrow shares advice for getting started with AI this week on What It Means.
Blog
Shift From Manual To Automated Account Planning To Deliver Results
I’ve been involved with account planning programs for over 30 years — first as a sales rep, then as a sales manager, then as a sales operations leader, and, finally, as an analyst and advisor. And in all that time, resistance by sellers to the process of creating and leveraging account plans remains high. Why? […]
Blog
Your Company Just Announced Sales Layoffs. What Should Revenue Enablement Do About It?
Read five suggestions to simultaneously come to the aid of your internal customers and to up your enablement game for the long term.
Blog
Improv And Playbooks: Navigating The Unscripted World Of Modern Selling
I’m from Chicago, which is known for many things, particularly its rich history with improvisational theater. Improv is a form of theater performed unscripted and created spontaneously by the players on stage, often through an audience suggestion. As a theatergoer, I am amazed at how much knowledge the actors must have to create something from […]
Blog
The Top Five Priorities For A New Revenue Enablement Leader
The sales and revenue enablement space has seen a wildly dynamic 2023, with many casualties of layoffs impacting the profession but also plenty of new opportunities opening up. At the same time, enablement leaders have had to adapt to changing priorities while continuing to deliver tangible, quantifiable value to the C-suite. If you’re a newly […]
Blog
How B2B Companies Will Win The Competition For Growth
The competition for growth is fiercer than ever for B2B companies. To win, marketing, product, and sales leaders need to build a growth engine based on three fundamentals that are also simple, powerful, challenging, and achievable.
Blog
Revenue Enablement: Why Forrester Has Made The Change
Forrester is adapting along with the entire B2B sales space, pivoting from “sales enablement” to “revenue enablement” in describing the discipline of ensuring that all customer-facing roles receive consistent enterprise support so that they have the confidence, competence, and content to drive customer value and revenue results.
Blog
A New Playbook For B2B Sales To Drive Scalable, Sustainable Growth
Sales and revenue leaders need to transition to a systematic approach to growth that prioritizes processes and investments in infrastructure, technology, and insights. Our Forrester Decisions for B2B Sales service is designed to facilitate that transition.
Blog
Digital Sales Rooms: Hype Or Reality?
Like other business innovations, digital sales rooms are not a magic wand. Learn what’s needed to capture the biggest benefits — and learn more at B2B Summit North America.
Blog
The Emerging Role Of The Field Sales Coach: A Success Story
Who doesn’t love a success story? Every year at Forrester’s B2B Summit North America, our sales research team presents new and exciting research, topped off with a captivating B2B Program Of The Year Award presented in a fireside chat with a Forrester analyst. For 2023, our B2B Program Of The Year Award session will include […]
Blog
Forrester Event Content: What Does It Take To Stand On That Stage?
For over two decades, Forrester’s B2B Summit has attracted and educated leaders in sales, marketing, product, and customer engagement disciplines, furthering their professional development and “what it means” around everything from corporate alignment to generative AI. When 4,000 delegates gather again this June in Austin, they’ll be choosing from 111 sessions within nine tracks to […]
Blog
Want Better Content Performance? Fix It At The Source.
Marketing and sales enablement teams often struggle with poor content performance for years because they're not addressing the root causes. Conducting a content inventory health analysis helps pinpoint what's going on with findability, relevance, and quality issues, pull in the right teams to eliminate the problems, and then track the right progress metrics.
Blog
Sales Content Solutions: A Lid For Every Pot
The Forrester Wave™: Sales Content Solutions, Q4 2022, revealed a market that has radically expanded its capabilities, truly providing a lid for every pot. Modern sales content solutions (SCS) are multifaceted, highly integrated keystones of the sales/marketing tech stack and are table stakes for most companies past the startup stage. Providers are focusing their innovation […]
Join Us In Austin To Ignite Your B2B Growth
Unleash B2B success at our Austin B2B Summit, May 5-8. Dive into 100+ electrifying sessions on B2B marketing, sales, and product growth and revenue strategies — including a full genAI track.
Blog
Why Aren’t There More Enablement Help Desks?
What does a help desk, or similar functionality, look like for enablement teams?
Blog
Take Your TEI Investment Farther With Derivative Assets
An e-book is a great way to illustrate and add a bit of color to your TEI content. The digital content focuses on visually representing your TEI results and highlighting your customer quotes in a beautiful and easy-to-browse website-embedded format.
Blog
Sales Kickoff: Four Things The Best CSOs Do Well
To set the tone for a successful year, sales leaders should make a point of celebrating past-year wins and equipping their teams to be effective in the months ahead.
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