Peter Ostrow

VP, Principal Analyst, Sales Enablement

Peter capitalizes on his 20+ years of revenue growth leadership in sales enablement, sales talent management and operational expertise. Finding a better, faster way to help B2B sales teams beat quota drives just about every topic, company, rep and channel partner he engages.

Prior to joining SiriusDecisions, 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.

His previous roles include VP, business development with MarketOne International, a global provider of lead lifecycle management services to technology sales and marketing executives; VP of 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 BA in history and political science from Brown University.

Blog posts by Peter Ostrow

Sales Asset Management: Have You Leveled Up?

June 10, 2020 | By Peter Ostrow

Far too many sales asset management (SAM) technology purchases are treated as a project, not a lifestyle
The result is disappointed sales enablement leaders who miss the ROI potential of their deployment
Organizations that best leverage their SAM environment reap the most long-term benefits

When Is It OK to Start Making Sales Calls Again?

April 06, 2020 | By Peter Ostrow

COVID-19’s full impact is far from known, but its reach is unprecedented
B2B interactions have been affected severely by the crisis, leaving sales professionals uncertain about how to proceed
We offer a discussion on how to tell whether it’s too soon to sell

B2B Marketing Certification Program

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‘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

2021 Summit

May 2-5, 2021 | Austin Convention Center

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Five B2C Brands We Love – And Why They Matter in B2B 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
B2B 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