The world of buyers and sellers has changed — vendor CEOs enter 2012 with new strategies that favor deeper relationships with customers, and that push sales to do more cross-selling at higher levels. In this new world, however, buyers are telling us there is a gap. Of the executive buyers Forrester surveyed, a mere 13% believe that a sales person can demonstrate an understanding of their business issues and articulate how to solve them. Enter the VP of "broken things": the sales enablement leader who is moving a new idea to an emerging discipline.
During this webinar, Brad Holmes will answer questions such as:
- What is the state of the gap today between what buyers expect and what sales is communicating?
- What successful frameworks and approaches are sales enablement leaders using in 2012?
- How can you engage with Forrester and your peers to advance your company's sales enablement practices?
We are sorry you missed the live session of this webinar. To download a copy of the recorded session, please visit us here.