Sales
The sales climate has grown more complex as buyer expectations escalate. Sales organizations need new processes, approaches, and skill sets — while facing the ever-present pressure to make the number. Explore our insights from former sales leaders for building buyer-centric strategies, streamlining processes, and gaining efficiencies.
Insights
Blog
Call For Entries: Forrester B2B Summit North America 2026 Awards
Have you driven cross-team alignment that’s fueled results or achieved excellence in a particular area of marketing, sales, customer engagement, or product? Share your story for a chance to join us on stage at B2B Summit North America.
Blog
The Evolution Of A Revenue Leader: From The Sales Floor To Operational Excellence
Along a journey from sales floors to revenue strategy, I’ve learned that growth comes from embracing challenges and learning continuously. Whether optimizing revenue operations or exploring new places with family, it all comes back to one thing: curiosity as the driving force for progress.
Apply For Forrester’s 2026 B2B North America Awards!
Got a great story to share about driving alignment or achieving outstanding results within a specific B2B function? Share your story by February 2 for a chance to join us live at B2B Summit 2026 in Phoenix.
Blog
2025 US Holiday Retail Sales Will Outperform The Previous Two Years
Forrester forecasts 4.4% year-over-year growth in US holiday retail sales for 2025, with strong in-store and online performance despite tariff-related uncertainty.
Blog
B2B Sellers Need A Fight Song To Address Buying Mayhem
To the sellers whose jobs have been complicated by buying shifts and, now, AI: This song is for you.
Blog
With B2B Sales Disruption On The Doorstep, What’s Next?
A handful of forces are shaping the next decade of selling, which will be a B2B sales supercycle — an extended period of growth and transformation. Discover how AI affects B2B sales, as well as the characteristics and implications of this upcoming future.
Blog
Compensation Solutions Increase ROI By Enabling Administrators
The Forrester Wave™: Sales Performance Management Solutions For Incentive Compensation, Q1 2025, provides insights into how this category is evolving and where customers are getting the most value.
Blog
Announcing Forrester’s B2B Programs Of The Year Award Winners For North America
Learn the seven companies that won this year’s coveted B2B Programs Of The Year Awards for North America, and join us at B2B Summit in Phoenix to hear their stories live.
Predictions 2026: Your Planning Starts Here
2026 will demand proof, not promises. Explore Forrester’s Predictions resources — guides, webinars, and blogs — to plan smarter, lead with trust, and stay ahead of disruption.
Blog
The “AI Agent As Coworker” Narrative Is Nonsense
In this two-part blog series, Principal Analysts Anthony McPartlin and Seth Marrs debate the idea of AI agents as coworkers. Here, Anthony takes a skeptical perspective, while in his blog, Seth (ever the optimist) makes his case for a more positive view of AI agents. An ad campaign has been running on bus shelters across […]
Blog
Predictions 2025: Younger Business Buyers And GenAI Will Upend The Status Quo
B2B organizations won’t succeed without adapting to the preferences of younger business buyers. Find out how they will shape the landscape in the year ahead.
Blog
European Leaders: Align Budget Planning To Accelerate Performance In 2025
Upbeat budget expectations for 2025 will serve European leaders well, but placing the right bets will be critical to securing a competitive edge. Read a few of our top recommendations.
Podcast
How Should Business And Tech Leaders Spend In 2025?
Business and tech leaders expect (slightly) bigger budgets next year. How should they use them? On this episode of What It Means, VPs and Group Research Directors Stephanie Balaouras, Keith Johnston, and Srividya Sridharan dive into Forrester’s Budget Planning Guides’ recommendations for tech, marketing and sales, and customer experience (CX) leaders.
Blog
Every Revenue Process Transformation Will Be Unique — Just Get Started
A revenue process transformation isn’t a project or single workshop initiative. It’s an ongoing, collaborative effort that requires organizations to meet their buyers at every stage of their journey. Learn what it takes to get started.
2026 Predictions: 5 Shifts That Will Reshape B2B Strategy
AI agents. Influencer strategy. Pricing disruption. What’s next for B2B growth? Download the guide to uncover five bold predictions impacting marketing, sales, and product leaders in 2026.
Blog
It’s Time For A Revenue Process Transformation
Buyers are in control of the revenue process — and B2B marketing, sales, and customer success teams need to align their approaches with that reality. Discover the Forrester Opportunity Lifecycle and how it can drive durable, long-term revenue growth.
Blog
Five Standout Features Of Real-Time Revenue Execution Providers
Real-time revenue execution platform vendors have built important features that enable companies to improve revenue outcomes. After evaluating the top vendors in this category, five features stood out.
Blog
First-Line Sales Managers: Promote Or Hire?
Today Forrester is publishing new research revealing that, all else being equal, B2B sales leaders achieve better revenue results when they hire first-line sales managers (FLSMs) externally, rather than promoting individual contributors (ICs). This runs counter to standard practice and tradition, but the data is clear: Externally hired managers and their teams perform better. Our advice […]
Blog
Embrace Reinvention To Drive Growth: Five Key Takeaways From Forrester’s B2B Summit North America 2024
Last month’s event set the stage for navigating the frenetic pace of change in B2B and capitalizing on growth opportunities. Read our top five takeaways.
Blog
Self-Service Buying Is A Wake-Up Call For B2B Sales
Nearly two-thirds of B2B sales leaders told us that digital buying behaviors would have a significant impact on their organization in the next two years. Yet only 37% said digitizing the buyer’s journey is a top priority. It’s time to get serious about self-service.
Blog
Could It Be You? Share Your Success Story For Our B2B Summit EMEA Awards
EMEA B2B companies with success stories in cross-functional alignment or best-practice program implementations within a single function should learn more about Forrester’s B2B Summit EMEA Awards and prepare a submission.
Blog
How Quickly Should A Sales Rep Be Onboarded?
In many professions, education for a new employee’s role incorporates learning with doing. Educators must undergo a full semester of student teaching, surgeons develop by “watching, teaching, doing,” and aspiring electricians must deliver hundreds of hours as apprentices prior to licensure. Even most MLB stars spend years toiling in the minor leagues perfecting their skills. […]
Blog
Focus On Customer Value To Deliver B2B Customer Growth
Last week, I presented at my 10th, and final, Forrester B2B Summit North America. I say final not because the event is ending but because I’m retiring from Forrester in June of this year. One of my sessions introduced the Forrester Customer-Led Sales Growth Model, which was a perfect way to summarize my views on […]
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