Terry Flaherty

Dec 20, 2023 | forrester.com | Simon Daniels |Nikhil Lai |Terry Flaherty

I recently enjoyed my annual trip to see Charles Dickens’ A Christmas Carol at London’s Old Vic theatre, where every year the production features a different actor playing Scrooge. (This year it was former Doctor Who Christopher Eccleston!) The timeless tale of redemption and second chances, of course, depicts miserly Ebenezer Scrooge as he is visited by three spirits who show him the true meaning of Christmas. This got me thinking about the evolution of revenue operations and where it’s heading.

Dec 14, 2023 | forrester.com | Eric Zines |Terry Flaherty |Shari Srebnick

As enterprise buyers tighten their budgets, the competency of B2B sellers is more critical than ever before. Sales readiness solution vendors are keenly aware of and focused on the challenges that sales leadership and revenue enablement teams face in equipping sellers with the knowledge, skills, and process knowledge that they need for success. These vendors are racing to add capabilities to streamline sales learning and development.

Dec 12, 2023 | forrester.com | Nikhil Lai |Terry Flaherty |Dipanjan Chatterjee

My favorite holiday-themed ad is Hershey’s “Christmas Bells,” which debuted in 1989 thanks to the creativity of David Apicella at Ogilvy & Mather, among others. Since then, the ad has run every December. In a market crowded with viral creative like Spotify’s Wrapped, Hershey’s pithy ad continues to perform. In just 15 seconds, the ad simply and cutely conjures nostalgia.

Dec 11, 2023 | forrester.com | Terry Flaherty |Seth Marrs |John Arnold

This blog post is part of the Saying Goodbye to MQLs blog series, where we answer your questions related to making the shift from leads to buying groups and opportunities. Saying goodbye to MQLs has impact on the roles and responsibilities of marketing, the revenue development rep function (RDRs and BDRs), and sales.

Oct 3, 2023 | forrester.com | John Arnold |Amy Hayes |Terry Flaherty

Are your marketing and sales functions aligned? It may depend on who you ask. Business and technology decision-makers who work in sales are almost twice as likely as those in marketing to say that marketing operates independently or is minimally aligned with other internal functions. Whether the disconnect is more perception or reality, the results of misalignment are dismal.