Chief Sales Officer

A recent global survey sheds light on actions sales leaders can take to attract and retain top talent.

The B2B buying process has changed dramatically in recent years, and particularly during the pandemic. Are the changes permanent, and what should marketers do to adapt? VP and Principal Analyst Beth Caplow and Principal Analyst Barbara Winters provide insight on What It Means.

Management and growth of the channel is too important to be left to chance. Here are the five actions to take in Q4 to ensure you and your organization are ready to begin building your 2022 channel sales plan.

If there is one go-to-market tech category that generates significant confusion amongst buyers and even providers, it's revenue operations and intelligence (RO&I). Fortunately our first New Tech report on the category has just dropped with the explicit goal of removing the ambiguity around this category. Here its author Anthony McPartlin, provides some highlights.

To achieve the results they want in the coming year, sales executives should ensure that alignment and integration with their marketing counterparts are front and center.

To succeed in 2022 and beyond, B2B sales leaders need to transform and embrace the new digital normal. Vice Presidents Mike Pregler and Stephanie Sissler explain what that requires in this discussion of Forrester’s 2022 Planning Assumptions for sales executives.

Even in the best of times, planning for a new fiscal year can be daunting. Let us help you with that. Register for our complimentary webinar for B2B Sales Leaders. 

B2B sales leaders need to move away from conventional, comfortable approaches and embrace the realities of today's digital-first buying climate. Learn what the shift requires.

Sales is at a crossroads. It’s time to embrace the adaptations you made in the last two years and align your selling approach to the way people buy now. Learn how.

When sales leaders and the sales org are laser-focused on hitting their year-end numbers, it can be hard to give proper mindshare to annual planning. Yet a thorough planning process is critical to success.

Find out why and how you can start adapting your sales compensation program to align with the reality of selling today.

The sales profession has changed — but old stereotypes remain. Sales leaders need to help counter the misperceptions to bring in talent.

Learn how to increase opportunity volume, deal velocity, deal size, and win rate with Dynamic Guided Selling.

The days of relying on superstar sales reps to land huge, quarter-saving deals are over. Winning and retaining today’s buyers takes a systematic, broader-based approach to selling. Vice President and Senior Research Director Phil Harrell explains what this approach entails on this week’s podcast episode.

Learn how to leverage adaptive technology platforms to nurture innovation at your organization.

Improving reps' productivity is a key priority for many sales leaders. The first step to achieving this is to truly understand the productivity obstacles today’s sales teams face.

Just as using a scientific approach boosted the fortunes of major league baseball teams, so should sales teams use data and analytics to lift productivity and performance.

To get the most value from conducting a sales activity study — and to sustain that value — sales leaders need to continuously look for opportunities to fine-tune.

Learn about the characteristics that sales organizations will need to gain and maintain a competitive edge.