Principal Analyst, Forrester
Mary Shea is a principal analyst serving Forrester’s B2B Marketing Professionals. In this role, she writes for and advises clients on sales enablement strategies and how to address change in the age of the customer. Mary’s research specifically looks at the evolving buyer and seller journey and how go-to-market organizations can prioritize and maximize their sales enablement investments to arm client-facing personnel with the right content and tools to be more impactful in the marketplace. Mary’s research additionally covers the way sellers can engage more authentically through social networks and how marketing and sales resources can further operationalize collaboration models to succeed with an increasingly know ledgable and independent buyer.
As a senior executive with general management, commercial leadership, marketing, and direct selling experience, Mary has led global sales and marketing organizations at companies ranging from high-growth startups to publicly traded firms. She has a track record of building and leading teams and driving significant growth across domestic and international markets.