Forrester
Member Since: 24th Jul 2015
Blogger
Independent research and advisory firm Forrester
23rd Sep 2020
How often have you heard people say, “Is it 2021 yet?” If only the “Are we there yet?” sentiment was met with the same anticipation of...
Blog
16th Sep 2020
Earlier this year, as the COVID-19 pandemic was starting to unfold, organisations were throwing marketing and sales plans into the trash...
Blog
15th Sep 2020
When I began my career in banking in the mid-1990s, the financial services industry was looking to retailers for sales best practices...
Blog
12th Sep 2020
The way people buy products and services has been evolving rapidly, and the fast and furious pace is only accelerating — sinking some...
Blog
27th Aug 2020
Expectations of a world after COVID-19 and the new normal have been exaggerated. Human nature shows us that bad habits often overcome good...
Blog
27th Aug 2020
A pirouette in ballet is the act of turning on one leg for one or more rotations and a clean finish. Like many things that appear...
Blog
14th Aug 2020
Last year, when Forrester’s 2019 Customer Experience Index (CX Index™) results came out, I was saddened to see the score for Southwest...
Blog
12th Aug 2020
It’s been a strong year for the customer experience (CX) at US health insurers: Half of the insurers that Forrester evaluated in its...
Blog
7th Aug 2020
A sales cadence is a sequence of actions that reps take in hopes of advancing and/or closing a deal. All sales reps use them to engage...
Blog
24th Jul 2020
Our research shows that a large percentage of the buying process happens without a sales rep present. However, that does not mean reps do...
Blog