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
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.
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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.
Tackle 2023 With Bold Action & Clear Focus
Get our Predictions 2023 Guide to see the 12 big-impact dynamics that leaders will have to navigate in the coming year.
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Does My RO&I Or Sales Engagement Platform Need To Be Native To Salesforce?
Have you considered buying a revenue operations and intelligence (RO&I) or sales engagement platform? If so, you’ve likely seen vendors touting the benefits of their native Salesforce capabilities. That’s a good thing, right? Most clients I’ve spoken with believe a native application is a positive feature. Vendors know this and look for any opportunity to […]
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The B2B Content Guide: Make Sales Your Ally In Content Marketing
Sales reps play a critical role in streamlining relevant content for prospects. Find out more in our latest blog.
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Sales Tech Innovation Is Declining — And That’s A Good Thing!
From 2020 to 2021, we saw a renaissance in sales technology. COVID-19 forced sellers to work from home, leaving no choice but to adopt new technologies to do their job. In addition, low interest rates provided an almost unlimited supply of funding to help sales technology companies solve this challenge. Investors funneled almost a billion […]
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Role-Based Sales Competency Maps — I Ain’t Got Time For That!
Ugh. I get it. When I was a first-time sales enablement practitioner, just the mention of “competencies” made my eyes glaze over and my attention immediately wane. I believed that competency mapping was a theoretical exercise invented by human resources or learning designers to test my last nerve. I was certain that the exercise would […]
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Three Key Areas For Sales Enablement To Focus On In 2023
Competencies, culture, and compensation — find out where you should invest your sales enablement budget in the year ahead. Read highlights from our new report, Planning Guide 2023: Sales Enablement.
See Why 2023 Fortune Favors The Bold And Focused
Explore our 2023 Predictions to see where strategies are shifting – and where opportunities for bold moves exist.
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Sales Leadership, Assemble! At Forrester’s B2B Summit EMEA In London, October 11–12
B2B organisations face a range of macroeconomic uncertainties as they head into the second half of 2022 that pose risk to growth and profitability objectives. While you may not have control over these changing conditions, you can determine your own path through them to ensure that you thrive rather than just survive. Forrester’s B2B Summit […]
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Does A TEI Have A Positive ROI For Companies? You Bet.
Our recent analysis underscored the benefits a Total Economic Impact Study can deliver to companies, particularly as economic uncertainty looms.
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The B2B Sales Leader’s Strategy Guide For Economic Downturns
Discover actions you can take now to position your organization for a fast recovery.
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Sales Enablement Technology Decisions Just Got Easier: Introducing The Now Tech Report For 2022
Sales enablement automation (SEA) solutions equip sellers with personalized training and content to effectively engage with and meet the expectations of increasingly digital-first buyers. Over the past decade, these solutions have evolved and empowered B2B revenue teams to: Optimize sales processes. Break down organizational silos. Shorten time-to-competency. Measure the impact of enablement programs. These technologies […]
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How Sales Can Make Your Sustainability Sustainable
The concept of “sustainability,” as we know it today, was first introduced in 1987 in the famous Brundtland (for Dr. Gro Harlem Brundtland) Report produced by several countries for the UN. The report defined sustainable development as meeting “the needs of the present without compromising the ability of future generations to meet their own needs” […]
Planning Guides 2023
Get planning and budgeting guidance for tech, CX, marketing, and other functions to help you make the right decisions in the year ahead.
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The Great Sales Content Disconnect
Today, both sellers and buyers are forced to navigate a perfect storm of content, as the average number of interactions per B2B buying cycle has jumped 54% over the past two years and reps have an average of 1,400 sales assets to choose from. While reps now have more tools to leverage than ever before […]
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Experience Rooms Are Back At B2B Summit To Help You Align Across Your Revenue Engine
Join us next month in Austin to gain some hands-on experience in improving marketing, sales, and product alignment.
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Four Ways To Leverage Your Entire TEI Study (For The Vendor Sales Leader)
Since the TEI study reflects the real, measurable impact of a technology investment, we do not quantify (for the ROI calculation) any benefits that the customers themselves have not measured. Nevertheless, it’s important to consider the abstract, and that’s why we have the Unquantified Benefits section.
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2022 — Mutations In The Sales Tech Industry
Mutants In Marvel And DC Marvel and DC comics and films of course are permeated with the notion of mutations (X-Men, Spider-Man, Venom, etc.). It’s the narrative hook that drives many of their stories, imbuing their characters with all sorts of weird and wonderful superpowers. My 15-year-old son Finn is a massive fan of the […]
2023 Planning Isn’t Business As Usual
Explore Forrester's 2023 planning guide for data-driven insights on where to invest, where to pull back, and where to stay the course.
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Five Areas B2B Sales Leaders Are Prioritizing In 2022: Straight From The Source
What our clients ask us about is often indicative of emerging trends. Here are some of the top questions we heard over the last quarter, along with the answers.
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Gamification And Sales Enablement: An Imperfect Union
Using game elements and techniques to motivate sellers can net short-term benefits. But it won't necessarily build the competencies that drive long-term results.
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How To Ensure That Your Organization’s TEI Gets The Most Mileage
Make sure your TEI is meeting your organization where it’s currently at. The main objectives should be in-line with your organization’s strategy today, not tomorrow.
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