Peter Ostrow

Senior Research Director, Sales Enablement Strategies

Peter capitalizes on 20+ years of revenue growth leadership in sales enablement, sales talent management, and operational expertise. Finding a better, faster way to help b-to-b sales teams beat quota drives just about every topic, company, rep, and channel partner he engages.

Prior to joining SiriusDecisions in the Sales Enablement Strategy (SES) service, Peter was a VP/Research Group Director for the Aberdeen Group, where he founded and was Principal Analyst for the Sales Effectiveness Practice. Here, he covered the technology, service, and consulting enablers that enterprise sales forces deploy to become Best-in-Class organizations. He also managed researchers in marketing, customer service, field service, and human capital management disciplines.

Previous roles for Peter include: VP, Business Development with MarketOne International, a global provider of lead lifecycle management services to technology sales and marketing executives; VP Global Sales Operations for Monster Worldwide’s TMP Advertising and Communications division; and a long-time stint with advertising firm JWG Associates.

Peter holds a Bachelor of Arts in History and Political Science from Brown University.

Blog posts by Peter Ostrow

‘Twas the Night Before Year End: A Visit from Sales Enablement

December 16, 2019 | By Peter Ostrow

A year ago, SiriusDecisions’ Jeff Lash presented “’Twas the Night Before Product Launch: A SiriusDecisions Holiday Poem”
Peter Ostrow continues the tradition with “’Twas the Night Before Year-End,” with an homage to sales enablement
Best wishes from our pipeline to yours!

Enablement Is the New Black

October 02, 2019 | By Peter Ostrow

Organizations frequently think of marketing, sales, service and renewal cycles as independent sets of customer interactions
Customers are more likely to purchase and renew when their experience is consistent across all interactions with an organization
Sales enablement is making strong headway via competency-driven support, but other customer-facing personas should receive similar enablement

B2B Marketing Certification Program

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Five B-to-C Brands We Love – And Why They Matter in B-to-B Interactions

April 16, 2019 | By Peter Ostrow

As consumers, we have strong preferences for the companies we trust and admire
These companies thrive because they focus on customer interactions and treat their buyers with respect and relevance
B-to-b organizations can earn the same loyalty – and economic advantages – by learning from their consumer-driven peers

Are You a Sales Enabler or a Sales Inflictor?

January 18, 2019 | By Peter Ostrow

Sales enablement is a rapidly growing function with a wide variety of definitions and responsibilities
Some organizations take a legacy approach to enablement rooted in product-centric learning to inform seller-buyer interactions
Best practices in sales enablement favor a more holistic approach to developing role-specific skills, knowledge and process awareness that yields stronger sellers

Chief Sales Officer: 2020 Planning Guide

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Why Do I Keep Hearing, “Play it Again, SAM”?

November 06, 2018 | By Peter Ostrow

Sales asset management deployments often fail to meet buyer expectations – why?
Too often, shiny object syndrome motivates misguided sales enablement technology purchases
Replacing a failing sales technology with a new product isn’t a panacea

What Is a Sales Manager Enablement Playbook, and Why Should I Have One?

September 28, 2018 | By Peter Ostrow

Compared to the reps they lead, first-line sales managers often receive significantly fewer opportunities to develop competencies specific to their role
Ad hoc and reactive sales manager enablement leads to inconsistent results and processes that lack scalability and repeatability
A lack of effective sales manager enablement drives away high-performing managers and their best reps