Now, it’s official – or at least corroborated by a Forrester Research Inc. Vendor use of jargon and their lack of simplifying issue complexity often keep business-oriented buyers from grasping the nuances of how technology can help to solve their problem,” says a post on the Marketing Interactions blog. Only 15% of the exec surveyed by Forrester felt their meetings with salespeople are valuable and live up to their expectations, and only seven percent usually accept a follow-on meeting. report. My emphasis.). Explaining things clearly to your prospects isn’t rocket science. MORE >>

Sunday, August 15, 2010 Forrester and IDC think Sales Enablement is a Big Deal. new role has emerged at many leading B2B companies, Sales Enablement, and recent research from Forrester and IDC proves this new sales enablement practice as the key linchpin required to help a B2B company bridge the gap between their business strategies and how they execute in the field. According to Forrester, companies are spending worldwide, on average, 19% of their SG&A costs, some $135,262 per quota-carrying salesperson, in sales support-related activities. and We Agree! April 2009). MORE >>

Attending the Forrester Sales Enablement Forum, one research metric was presented that just blew me away. According to Forrester, the average company spends more than $135,000 in sales support costs per year for EACH salesperson. For many organizations, Forrester reports that Sales actually has quite a low ROI – that when examining corporate financial statements, for every dollar of incremental revenue, too much is being spent on Sales to justify the gains. ValueStory Sales Enablement Forrester Pisello Alinean Value Selling Sales Tools Provocative SellingM each year. MORE >>

Monday, September 20, 2010 Forrester: Understand and Drive Outcomes for Sales & Marketing Success In a recent Forrester Sales Enablement blog post, Dean Davison reminisces about his years of selling technology solutions, and how todays successful best practices are so different than those of years past. According to Davison, "The problem is that tech vendors are going to market the same way that we did 20+ years ago. In todays market, vendors must understand the customer - not in the abstract - but understand current problems and desired outcomes." MORE >>

We were proud to introduce it, and we were invigorated when other vendors and consultants began to position themselves in and around it.  But it’s one thing for a vendor to give a category a name, and something else entirely for a disinterested observer to carry the mantle.  Figuring viewers associate analyst firms with data collection, we ran our LeadShare campaign around a PowerPoint that accompanied a webinar on Revenue Performance Management conducted by Eloqua CMO Brian Kardon and Forrester analyst Suresh Vittal. by Joe Chernov | Tweet this. Digital applause.  Not me. MORE >>