Sales Executive Corner

Sales Futurist and Former Principal Analyst at Forrester Joins the Outreach Team!

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Mary Shea

With a bit more than a week behind me, since I finished my second act at Forrester, I am thrilled to announce that I have joined Outreach as its first-ever Global Innovation Evangelist. In my new role, I look forward to helping our existing and prospective clients better understand the complex sales technology landscape and the critical role key sales technologies play in enabling the modern B2B selling organization. I am excited to work with my product and commercial colleagues to find new ways to deepen and extend the value we deliver to clients and to influence the broader direction of the sales engagement category.

Three to four years ago, I predicted that B2B sales roles and methods were headed for transformational change. As early as 2017, my research revealed that buyers increasingly preferred the efficiencies of remote rather than onsite sales meetings and that they wanted to interact with sellers across a range of formats and channels. These trends, among others, fueled my interest in and passion for the sales engagement space. In 2020, I led the research and authored the category-defining Forrester Wave™: Sales Engagement. In this report, we pointed to the pandemic as a ‘watershed moment’ where B2B buying and selling, was forever changed and amplified the need for companies to invest in this foundational enablement platform.

As business buyers demand more channel choices, as well as consistency and continuity, sales leaders need to arm their sellers with engagement and other differentiating sales technologies. As the category leader with a bold product vision, Outreach is well-positioned to deliver not only on today’s requirements, but also to anticipate future needs the market hasn’t yet imagined. In addition to the trifecta of market fit, category leadership and product vision, I am excited to be part of a company that has such a welcoming culture and where diversity of experiences and ideas are valued.

In my new role, you can expect me to do many of the things I enjoyed most when I was an analyst. I will conduct and deliver thought leadership, moderate and participate in panel discussions, deliver keynote speeches and help business leaders unravel the complicated sales technology landscape as they look to fully arm their sellers to succeed both today and tomorrow. My future research will focus on the evolving dynamics between B2B buyers and sellers, diversity, equity, and inclusion in B2B sales, and the critical role sales technologies play in enhancing the buying and selling experience.

I can’t wait to get started — connect with me on LinkedIn to learn more!