Why You Should Attend Forrester’s Sales Enablement Forum – March 4 and 5
Yes, the headline is a bit blunt…we are working so hard these days, weaving together our program for you, that my creative juices are a little fried. If you've been to one of our Sales Enablement...
View ArticleWhy You Should Attend Forrester's Sales Enablement Forum – March 4 and 5
Yes, the headline is a bit blunt…we are working so hard these days, weaving together our program for you, that my creative juices are a little fried. If you've been to one of our Sales Enablement...
View ArticleGetting Zen about Sales Enablement
When you put the word "sales" and "enablement" together - it sure can mean a lot of different things - to a lot of different people. As the Research Director on Forrester's Sales Enablement team - it's...
View ArticleBending the Sales Productivity Curve in the Right Direction - Examples in our...
During my keynote presentation, I will talk about new ways to bend the sales productivity curve and take a more strategic view of sales enablement - as always, the goal is to focus on bridging the gap...
View ArticleCEO lens on the revenue performance problem – Psst…it’s about the system
Three years ago, we asked our CEO, George Colony, to interview other CEO's about their opinions of their sales force. One of those questions he asked was "are you satisfied that your sales force is...
View ArticleClosing the Divide between Sellers and Executive-Level Buyers – A PLEA!
I hate to admit it, but I need to quote a line from the movie "Beaches". In the attached clip (its only 4 seconds) CC Bloom, the self-absorbed actress played by Bette Midler, utters a fantastically...
View ArticleSales Enablement And The CEO: Partners To Drive Growth In The Age Of The...
There sure are a lot of often-quoted factoids/observations about the state of affairs among sales forces. We are hearing and reading how:Fewer salespeople are hitting quota.Buyers are much more...
View ArticleConversations Are The Fuel For The 21st-Century Selling System
Why are sales and marketing professionals working harder and longer than ever before? Why are they seemingly in a constant firefighting mode, moving from one fire drill to the next, one meeting to...
View ArticleWhen Three's A Crowd: Navigating An Agreement Network Is Key To Sales Success...
In most cases, the answers to life's more complex questions have really simple answers. In today's selling environment it's often hard to determine who exactly is "the buyer." Your salespeople are...
View ArticleStealing Ideas from Baseball to Change the Game of Sales Enablement
I've been covering the sales enablement space here at Forrester for six years. While the concept is certainly more common than it was "back in the day", I'm not really sure we as a community have a lot...
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