Using Forrester's Model-Map-Match methodology, Forrester's Sales Enablement Consulting empowers your sales force to:

• Gain appropriate access. Salespeople must be able to secure meetings with the right level of stakeholder within a given account.


• Have valuable conversations. Once in the door, a salesperson must have an effective conversation (or series of dialogues) where a client agrees to explore the topic further or he must earn the right to suggest a solution to the client's problem.


• Create a shared vision. The group of stakeholders involved in evaluating a proposal or concept must believe your product or service will help them solve their problem and have a shared understanding — among their group and with the vendor — of what the outcome will look like and what they need to do to realize their desired outcome.


• Develop a compelling case. Regardless of whether the decision-maker is using emotional or objective reasoning, there is a reason behind a decision. The more a seller truly knows a firm's value proposition, the more clearly the seller can communicate compelling reasons to buy.

If you'd like a deeper understanding of how Forrester can help your sales force become customer centric, download the PowerPoint for Forrester's Sales Enablement Overview.

For more information, please contact your Forrester account manager or email us at ticonsulting@forrester.com.

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