Sales Enablement Service

There are fundamental changes happening to the way B2B buyers want to buy, and sellers need to know how to meet these new expectations. Although there’s been an explosion of innovation around technology that can help sellers, sales enablement leaders must harness that innovation strategically to be successful.

Through in-depth research, data, proven frameworks, and expertise, Forrester helps sales enablement leaders leverage technology and build processes that ensure reps are equipped with exactly what they need to maximize every interaction with buyers.

Maximize Every Buyer Interaction

Deliver Value On Time

Ensure sellers have relevant internal and external content for each stage of the buyer’s journey precisely when they need it.

Attract And Develop Sales Talent

Support the hiring of quality sales talent and ensure initial and ongoing training opportunities are in place to fulfill their potential.

Streamline Communications

Keep sales teams informed, engaged, and productive with a strategic process that encourages feedback.

Key Priorities

As a sales enablement leader, you can put the expertise of Forrester SiriusDecisions research services to work. You’ll find in-depth data paired with usable frameworks, analyst access, and signature research on your top priorities, including:

  • Sales asset management
  • Talent acquisition support
  • Sales onboarding
  • Ongoing learning and development
  • Sales communications and rep advocacy
  • Sales methodology
  • Sales enablement roles, responsibilities, and structure

Available Research

Types of research available through the Sales Enablement research service:

  • Frameworks and methodologies: Take guided strategic steps toward higher-revenue alignment within the marketing division and across the business ecosystem using best-in-class models and blueprints.
  • Tools and diagnostics: Leverage interactive tools and templates to enhance your processes and accelerate decision-making.
  • Research briefs: Read concise synopses of executive-level sales, marketing, and product issues.
  • Core strategy reports: Review complex sales, marketing, and product issues in depth in a white-paper format.
  • Buyer insights: Examine the buying data of more than 30 unique B2B personas. Gain quantitative and qualitative data on how they prefer to buy, receive information, and interact.
  • Role profile: Find job descriptions, competencies, and success metrics for marketing, sales, and product roles.
  • Select practice: Discover successful initiatives, solutions, and best practices from peers.

Premium Inquiry

Forrester SiriusDecisions analysts are past practitioners and experts in their fields. Each analyst brings this unique knowledge and background to help you vet ideas, validate direction, and talk through decisions. Each premium analyst inquiry includes:

  • 50-minute discussion
  • Personalized advice
  • Actionable next steps

Looking for more time with experts?
Get help to execute on your B2B transformational strategies through a consulting project.

Our new sales messaging has empowered our reps to engage high-level buyers according to the buyer’s organizational and functional needs.

Director of global sales enablement and development programs
large technology company

Featured Insights

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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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Webinar

Chief Sales Officers: 2021 Planning Assumptions

Against a backdrop of continued uncertainty, B2B sales leaders must forge a clear path forward. In this webinar, learn what success in the year ahead will require.

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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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“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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Let’s discuss your goals and how we can help.

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