Chief Sales Officer

Sales leaders face myriad pressures, but at the core is a singular imperative: Have a sound strategy for delivering repeatable, scalable sales growth. Read our insights to help build and communicate sales strategy, enhance sales productivity, and deliver consistent results.

Discover how Forrester supports sales leaders.

Insights

Video

Are You An Effective Change Catalyst?

Meta Karagianni April 5, 2022

Podcast

Setting Priorities And Maximizing Impact: A Sit-Down With Forrester’s CSO

Ask A Sales Leader March 29, 2022
Sales leaders are sprinting to adapt as the world of B2B sales rapidly evolves; if a sales leader does not pace out change, however, they will fail to drive long-term impact. Listen to this week’s episode of Ask A Sales Leader as Phil sits down with Kelley Hippler, chief sales officer at Forrester, who shares advice on how B2B sales leaders can set priorities to maximize top- and bottom-line business impact.

Alignment is Key to a Great Annual Marketing Plan

The concept behind an annual marketing plan may be simple but building a plan that your organisation can get behind is not so easy. Join this free webinar to learn more.

Blog

Can You Handle The Truth? Why Popular Myths Are Holding B2B Sales Back

Phil Harrell March 22, 2022
It's time to relinquish outdated beliefs and embrace data and insights.
Podcast

How A Sales Leader At An Early-Stage Company Positioned Their Organization For Success

Ask A Sales Leader March 15, 2022
Sales leaders at early-stage companies need to know what they’re getting themselves into, as they face unique challenges to growing business, such as the need to build stronger relationships without a foundational reputation. Listen to this week’s episode of Ask A Sales Leader as Phil interviews Aaron Bollinger, chief revenue officer (CRO) of Kronologic, who shares best practices for sales leaders at early-stage companies and offers his outlook on the future of B2B sales.
Blog

Two Seismic Shifts Disrupting B2B Sales And Marketing

Rick Bradberry March 11, 2022
Each year, our planet has thousands of earthquakes. Most of them are small events, but a few powerful ones change the landscape. It’s hard to know if a tremor will turn into a major earthquake. B2B sales trends are like that, too. So let’s talk about two seismic shifts disrupting sales and marketing. Shift Number […]
Blog

B2B Sellers Must Reevaluate How They Build Trust With Buyers

Ian Bruce March 10, 2022
New Forrester research illustrates how complex B2B buyers' decision-making processes are and the value of building trust with buyers.
Video

Unlocking The Power Of Purpose For B2B Leadership

Nancy Maluso March 9, 2022

Throw Out That Old Sales Playbook

Stop relying on a small group of superstar reps to achieve quota. Download this free guide to learn more about the insights driven sales system.

Podcast

The Future Of Sales And The Differences Between Enterprise and High-Velocity SMB Sales

Ask A Sales Leader March 1, 2022
The future of sales is here. Sales leaders must adapt to the changes it’s bringing because they’re only widening the gaps between enterprise and high-velocity SMB selling. Listen to the latest episode of Ask A Sales Leader to hear Phil interview Bill Kiriakis, chief revenue officer of Adjust, who shares insights on the differences between enterprise selling and high-velocity SMB selling.
Blog

Insights Are The Key To Unlocking New Levels Of Sales Productivity

Phil Harrell February 25, 2022
A systematic approach to selling that relies on insights — rather than individual heroics — can help increase sales productivity and ensure all reps achieve quota.
Podcast

How B2B Sellers Can Succeed With Today’s B2B Buyers

Ask A Sales Leader February 15, 2022
Today’s B2B buyers behave very differently from the B2B buyers of just a few years ago. Liam Halpin, vice president sales, EMEA and LATAM sales solutions at LinkedIn, joins Ask A Sales Leader to describe the recent evolution of the B2B buying process and the competencies today’s sellers need to succeed.
Podcast

How To Successfully Pivot When COVID-19 Upends Your Business

Ask A Sales Leader February 1, 2022
How can you change course successfully when COVID-19 takes away your largest source of leads? Find out as Brendan Walsh, chief revenue officer at Origina, a third-party support company for IBM customers, shares his experiences of refocusing his sales organization during the pandemic.
Blog

Four Ways To Leverage Your Entire TEI Study (For The Vendor Sales Leader)

Veronica Iles January 21, 2022
Since the TEI study reflects the real, measurable impact of a technology investment, we do not quantify (for the ROI calculation) any benefits that the customers themselves have not measured. Nevertheless, it’s important to consider the abstract, and that’s why we have the Unquantified Benefits section.

How To Build An Annual Marketing Plan

Improve your approach to planning for 2022 with practical guidance that will help you deliver a plan everyone can understand, align with, and implement successfully.

Podcast

Direct Vs. Indirect Selling Experiences And How To Succeed As A CRO

Ask A Sales Leader January 18, 2022
What does it take to be a successful chief revenue officer (CRO)? And how do experiences in indirect selling help? Chris Doggett, CRO at Acquia, an open source company that provides a digital experience platform, joins Ask A Sales Leader to dive into his experiences in indirect selling and how that has helped him succeed in his current role.
Podcast

How To Make Sense Of, And Get The Most From, Sales Technology

Ask A Sales Leader January 13, 2022
How can sales technology help your sales organization improve productivity and results? And with so many options available, what technology should you purchase to assist your sellers? On this special episode of Ask A Sales Leader, host Phil Harrell takes questions from his Forrester colleagues on the ways sales technologies can benefit sales organizations and how sales leaders should navigate the convoluted landscape of sales tech solutions.
Podcast

How To Make Sense Of, And Get The Most From, Sales Technology

What It Means January 13, 2022
Today’s sales technology can improve nearly every aspect of selling — if it’s chosen wisely. This week, VP and Senior Research Director Phil Harrell discusses how B2B sales leaders should evaluate tech tools to make the right choices for their organization. He also introduces Forrester’s new Ask A Sales Leader podcast, which will feature interviews with sales executives on a wide range of sales topics.
Blog

Five Areas B2B Sales Leaders Are Prioritizing In 2022: Straight From The Source

Rick Bradberry December 28, 2021
What our clients ask us about is often indicative of emerging trends. Here are some of the top questions we heard over the last quarter, along with the answers.
Blog

How Sales Leaders Can Generate More Pipeline

Phil Harrell December 21, 2021
“My sales team has too many opportunities and too much pipeline,” said no sales leader ever. Recent changes in B2B buying habits offer sales and marketing leaders a unique opportunity to adopt a new approach to building pipeline that will support reps’ quota attainment efforts. Sales Leaders Don’t Care About Leads — They Care About […]
Blog

2021 In Review: A Recap Of The Shifts That Every Sales Leader Should Know About

Phil Harrell December 10, 2021
For sales organizations, the past year brought significant change — and accelerated changes already in motion. Here, we recap some of those shifts and help sales leaders put them in perspective.
Blog

Sales Enablement And The Great Resignation — Three Things You Need To Do NOW

Eric Zines November 11, 2021
Between April and August of 2021, the US Bureau of Labor Statistics reported an alarming trend for businesses: The number of resignations, or the “quits rate” as they call it, began to climb to record monthly highs. In August, 2.9% of the labor force resigned, which is up from a “normal” run rate of around […]
Blog

The Sales Talent Divide And Three Things Sales Leaders Can Do

Nancy Maluso November 9, 2021
A recent global survey sheds light on actions sales leaders can take to attract and retain top talent.
More posts