Brian Lambert
Brian Lambert
Brian is a senior analyst at Forrester Research, where he serves Technology Sales Enablement Professionals. He covers the strategy, processes, and execution associated with helping sales team members achieve their desired business outcomes through more effective collaboration and behavior change. Brian researches key challenges associated with sales enablement, including helping sales team member's effectively model customer needs and map solution capabilities to those needs within each sales conversation.
‘Tis The Season – Sales Kickoff Meetings Under The Microscope
As the 2011 calendar year winds down, many sales enablement professionals are working on their sales kickoff initiative for the coming year. These large-scale...
Harnessing The Sales Chaos With Agility Selling
I have yet to meet a senior executive who doesn't agree that agility is important in business. At Forrester's 2011 Sales Enablement Forum, Forrester...
Helping Coaches Get Started: Driving Sales Coaching Success
Technology vendors continue to focus on implementing sales coaching programs. I'm finding that sales coaching programs mostly focus on providing sales managers the skills...
Three Pillars of Sales Coaching Success
Why does sales coaching continue to be an important sales enablement trend? Perhaps it's because salespeople learn new skills through mutually beneficial relationships with...
The Widening Divide: Two Points Of View On The Value Of Sales Training
Over the past several months, I've had conversations with a lot of technology vendors about "overcoming sales training challenges." While all of the...
Who Owns Behavior Change In The Sales Force? – A Key Question For SE Pros From ASTD’s 2011 International...
This week, I presented a session on "How to Drive Sales Coaching Results" at the International Conference for the American Society for Training and...
Are we Facing a World-Wide Sales Talent Shortage?
A week doesn't go by when I haven't talked to someone is sales or marketing about the work they're doing to help the sales...
Sales Coaching Strategy – Make Sure You Focus On Definitions
I was in South Africa this week, giving a keynote at a Forrester Sales Enablement event in Johannesburg. As I wrapped up the discussion...
The Sales Track View from Forrester’s Technology Sales Enablement Forum, 2011
Wow! We just came back from our first annual Technology Sales Enablement forum (Feb 14 - 15, 2011). Brad Holmes, the Practice Leader serving...
It’s Elementary My Dear Watson! – Sales Questions A Computer Can Answer
Question: What do Ken Jennings, Brad Rutter, and a computer named "Watson" all have in common? Answer: The two humans and computer will all...