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Current Malpractice Handicaps Social Selling’s Potential

Mary Shea August 5, 2019
We first published research on social selling in 2016, and B2B sellers continue to flock to various networks to interact with their customers and prospects. Social provides the opportunity for authentic connections, mutually beneficial professional relationships, and positive business outcomes for both buyers and sellers. But sellers’ inconsistent and boorish behaviors and a lack of […]
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Create More Video To Engage Your B2B Buyers

Nick Barber June 26, 2019
If a picture is worth 1,000 words, then what is a video worth? 100,000? 1 million? The human brain processes video 60,000 times faster than text, so that’s a whole lot of words. B2B buyers are wired to deal with visual information and to remember stories. Reading large blocks of text is the type of […]
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The Future Of Sales Enablement Is The C-Suite

Mary Shea April 30, 2019
Sales enablement is poised to be a formidable engine of growth in the years to come. Watch the video below to see Principal Analyst Mary Shea lay out her vision of the future of sales enablement, and read her full report, “The Future Of Sales Enablement Is The C-Suite,” to learn what all this means […]
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Make The Call On Sales Technologies: Experiment, Invest, Maintain, And Divest To Empower Your Digital Sales Team

Tom Kaneshige January 23, 2019
Digital salespeople need new tools to engage more knowledgeable and empowered prospects or risk looking like dolts. In the age of the customer, wooing prospects and crushing quota has never been harder. What new tools help digital salespeople? Which ones are no longer important? “The Forrester Tech Tide™: Sales Technologies, Q4 2018” helps enterprises prioritize […]
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Predictions 2019: This Is The Year To Invest In Humans, As Backlash Against Chatbots And AI Begins

Tom Kaneshige November 8, 2018
For some time, the burning question has been: Will robots replace humans? While the proliferation of robotic process automation (RPA) has reduced headcount in the back office, it’s a different story for customer service and sales. In a Forrester survey, 46% of companies said sales and marketing are leading the investment in and adoption of […]
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Avoid The Upcoming AI Backlash With Your Sales Teams — Get Them On Board

Tom Kaneshige October 22, 2018
The rise of AI in sales technology only makes it easier for sales managers to keep tabs on salespeople, salespeople say. AI gives sales managers more visibility into a sales rep’s daily activities and control into the sales process, potentially subverting the spirited sales culture. In The Wrong Hands, AI Can Be Turned Into A Micromanagement Tool It’s unfortunate, really, because […]
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A Just-Published Forrester Wave™ Proves That B2B Commerce Suites Have All Grown Up

John Bruno September 13, 2018
We’ve just published “The Forrester Wave™: B2B Commerce Suites, Q3 2018,” and B2B companies, you’re in luck — you now have a viable list of options with a focus on B2B. We battle-tested the 12 most significant vendors — Apttus, Episerver, Handshake, IBM, Insite Software, Intershop, Magento, Oracle, Salesforce, Sana Commerce, SAP, and Unilog — […]
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The GDPR And The B2B Seller: Keep Calm And Sell On

Mary Shea August 27, 2018
The European Union’s General Data Protection Regulation (GDPR) went into effect on May 25, 2018. It’s been a few months, and the repercussions are yet to be fully realized, leaving practitioners anxious and wondering if they have fully prepared. So far, GDPR compliance efforts have largely targeted customer data management, digital marketing, and security. However, […]
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A Social Take On Social Selling

Caroline Robertson April 11, 2018
Social selling is one of my B2B Marketing and Sales team’s top inquiry topics. We’ve also helped numerous clients plan and execute effective social selling programs. Given this and the recent report that Mary Shea just published, New Tech: B2B Social Selling Tools, Q1 2018, I thought now would be a great time to touch […]
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Retailers Without Chat: A Missed Opportunity

Kate Leggett March 27, 2018
Chatting, by definition, is meaningless, trivial talk – but web “chatting” is anything but; it is starting to transform digital customer experiences. And it works. Customers want to use chat. Forty-five percent have used it to interact with a live agent in 2017. The companies that get it are moving towards a holistic chat strategy […]
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SAP Acquires Callidus Software For $2.4 Billion

John Bruno January 30, 2018
The definition of CRM has changed. Yes, that is a big statement to make, but it’s an important one. CRM grew from a customer data repository into functional applications, first with sales automation and then to support customer service and marketing. Today’s enterprise software vendors cannot rest on “core” CRM functionality; their buyers demand a […]
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Predictions 2018: Blended AI Will Disrupt Your Customer Service And Sales Strategy

Daniel Hong November 9, 2017
The promise of artificial intelligence (AI) has permeated across the enterprise giving hopes of amping up automation, enriching insights, streamlining processes, augmenting workers, and in many ways making our lives as consumers, employees, and customers a whole lot better. Senior management salivates over the exponential gains AI is supposed to deliver to their business. Kumbayah […]
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Leading Brands Tap New Enablement Tools

Mary Shea September 27, 2017
It’s no secret that digitally savvy buyers are having a profound effect on selling organizations of all kinds. In the past two years, the percentage of B2B buyers who reported that they found going online superior to interacting with a salesperson increased from 53% to 68%. Come join us at Forrester’s B2B Marketing 2017 forum […]
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Metrics That Matter Still Matter in ABM, Because – Why Wouldn’t They?

Allison Snow September 13, 2017
For my most recently published research, I set out to find or define the metrics that capture account-based marketing (ABM) success. It’s a question I hear from clients very often, and one we often discuss on the internal team. “How will I know my ABM program is working?” I was after the end-all be-all answer, […]
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Does ABM Drive Results For Your Business?

Laura Ramos September 6, 2017
ABM … Account-based marketing … A – Bee – Em. Unless you have been living under a rock, you can’t have helped but notice the hype around ABM.  And some of the confusion too. But here’s the thing about ABM – it does produce results for both marketing and sales.  May not be this quarter, […]
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The Forrester Sales Force Automation Wave Marks A New Era In Sales Technology

John Bruno June 27, 2017
The CRM market is mature and the subsection of that market focused on sales, sales force automation (SFA), is even more mature. This market has lumbered along for the past 20+ years, but the dynamics between buyers and sellers today has brought upon the need for a new evolution. We’ve included 10 vendors in the […]
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A Healthy Future Welcomes Consultative B2B Sellers

Caroline Robertson May 23, 2017
  Mark Twain unknowingly echoed the state of today’s B2B sellers when he said, “The reports of my death are greatly exaggerated.” As Mary Shea writes in her newest report, “B2B Consultant Sellers Reign In The 21st Century,” it’s a selective sickness that ails today’s sales professionals. Those at greatest risk of the displacement as […]
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PODCAST

The Death Of A (B2B) Salesman

What It Means May 11, 2017
Forrester Vice President and Principal Analyst Andy Hoar discusses the large-scale displacement of B2B sales reps by 2020, triggered by the powerful combination of empowered customers and digital technologies.
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Forrester’s First CPQ Wave Addresses The Tech Needs Of The Empowered Buyer

John Bruno February 7, 2017
If you’re in a B2B environment, you’ve undoubtedly noticed the changing behaviors of your customers in recent years. As a result, technologies have shifted their focus to get closer to the customer and I'm not talking about just CRM or SFA. With a flurry of acquisitions and new entrants to the CPQ market popping up […]
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Forrester’s B2B Marketing Forum Happens Next Week – See You There?

Laura Ramos October 11, 2016
The Zika virus. The National Doral in light of Donald Trump's presidential candidacy. Hurricane Matthew. Who knew Miami would have so much to offer a year and a half ago!??! Well, here are three MUCH better reasons to come to Miami with us for Forrester's B2B Marketing 2016 forum next week: great content, expert analysts, […]
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