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Sales Leaders

Accelerate Revenue And Drive Consistent, Scalable Results

For today’s sales leaders, making the number isn’t enough. You also need to prove that you can build a focused sales strategy — as well as replicate and scale success for continued strong results. Meanwhile, shifting buying dynamics have introduced new challenges and complexities that require new approaches. Yesterday’s playbook no longer suffices, and the way you operate today may not serve you tomorrow.

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Challenges You Face

The starting point for sales success is a clear, comprehensive strategy. Gaining internal alignment around a sustainable sales strategy is just one of the many challenges you face. Forrester helps you tackle the day-to-day challenges that stand in between you and the success of your organization, including:

  • Driving predictable and scalable growth.
  • Meeting the expectations of your buyers.
  • Finding and retaining top sales talent.
  • Aligning with marketing on demand and selling strategies.
  • Improving sellers’ efficiency and effectiveness.

Bold Solutions Built For You

Forrester helps sales leaders and their teams achieve predictable, sustainable growth by aligning teams with practices that drive operational excellence and improve sales productivity.

Lead Scalable, Sustainable Growth

Forrester Decisions for B2B Sales partners with revenue leaders to drive scalable, sustainable growth fueled by an empowered sales and customer success organization that delivers consistent and predictable results.

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Operationalize The Customer-Obsessed Growth Engine

 Forrester Decisions for Revenue Operations helps business leaders align around the customer as they integrate and turbocharge the growth engine to drive revenue and higher profitability.

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Blog

The Revenue Enablement Platform Market Has Hit An Inflection Point, With AI Reshaping Everything

Eric Zines 3 days ago
Revenue enablement is entering one of the most consequential transformation periods we’ve seen since the function emerged. In our newly published report, The Revenue Enablement Platforms Landscape, Q1 2026, we examined 18 vendors and uncovered a market undergoing rapid maturity, consolidation, and reinvention. These changes are all fueled by the rise of agentic AI and […]
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Blog

“Why Won’t Sales Pay Attention To Me?” — Four Hacks To Reduce Enablement Anxiety

Peter Ostrow 4 days ago
One of our most common revenue enablement customer requests equates to the blog title. It’s often delivered under the guise of “enabling our sellers to succeed” when initiatives are well designed or “we need to land this on sales” when they aren’t. Typically, this means marketing and operational leaders asking to reduce their own frustration […]
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Blog

Hello, GTM Singularity: Turn Ideas Into Action At B2B Summit North America

Dave Frankland January 15, 2026
Buyer autonomy and the prevalence of AI are collapsing go-to-market fault lines. This isn’t just a catalyst to change — it’s an opportunity to reset with a new, resilient, and connected GTM approach.
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Blog

Sales Onboarding Vs. Orientation: Set New Reps Up For Success

Peter Ostrow December 4, 2025
Sales onboarding works best when HR and revenue enablement remain distinct. HR handles compliance, culture, and employee provisioning, while enablement equips sellers with knowledge of buyer personas, sales processes, and product fundamentals. Clear separation ensures that new sellers know where to turn for support and accelerates their path to productivity.
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Read More Insights For Sales Leaders

Upcoming Events For Sales Leaders

Phoenix

B2B Summit North America

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London

B2B Forum EMEA

See 2025 Highlights

Meet A Few Of Our B2B Sales Analysts

Matt Alvers

VP, Research Director

Stephanie Sissler

VP, Principal Analyst

Anthony McPartlin

Principal Analyst

Peter Ostrow

VP, Principal Analyst

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