Chief Sales Officer

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.

It's time to relinquish outdated beliefs and embrace data and insights.

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.

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 […]

New Forrester research illustrates how complex B2B buyers' decision-making processes are and the value of building trust with buyers.

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.

A systematic approach to selling that relies on insights — rather than individual heroics — can help increase sales productivity and ensure all reps achieve quota.

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.

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.

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.

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.

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.

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.

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.

“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 […]

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.

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 […]

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