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- Greetings B2B marketing
and sales leaders.

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Mary Shea, Forrester
Principal Analyst here.

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When was the last time you chatted

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with your head of sales enablement?

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If it's been recently,

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you know sales enablement
is having a moment.

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When I speak with enablement practitioners

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and I ask them if they
understand the impact

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a modern sales enablement
tool set is having

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on their organization's business,

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they unequivocally tell me, Mary,

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it is helping our teams
close more business.

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But when I dig a little bit deeper

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and ask them if they
really understand the ROI

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of those investments, I
get a variety of answers,

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somewhere along the lines of,

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now that's a really
tough one to calculate.

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So to get to the bottom of this,

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I partnered with Dean Davison,

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our Principal Consultant on
our Total Economic Impact team

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and Dean and I conducted
extensive qualitative

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and quantitative research on the impact

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from a financial perspective on companies

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that successfully operationalize

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and roll out sales engagement,

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sales enablement automation
and sales readiness tools.

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Tools that are rapidly
becoming the cornerstone

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of a modern enablement stack.

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Dean built a financial model

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that's embedded in the report.

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If you're interested in
a 20% lift in revenue

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and a 50% reduction in
ramp up time for new reps,

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check out the model and report.

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I'm really eager to hear
what you think about it.

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Take a read and keep up all
the great work out there.

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