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.
Is Your Revenue Tech Strategy Beach-Ready?
Despite heavy investment in tech, many B2B organizations struggle to show related business impact due to implementation, integration, and adoption issues. It’s time for revenue technology management to be elevated as a strategic capability to drive sustainable business value from tech.
How B2B Companies Will Win The Competition For Growth
The competition for growth is fiercer than ever for B2B companies. To win, marketing, product, and sales leaders need to build a growth engine based on three fundamentals that are also simple, powerful, challenging, and achievable.
Thrive In Economic Uncertainty
Get actionable advice to navigate the 2023 downturn. Explore our resources for tech, marketing, CX, sales, and product leaders.
Launch Your B2B Customer-Obsessed Growth Engine
Short-term strategies aimed at extracting value from your customers will fail. Learn why you need — and how to build — a growth engine that drives value for your customers and your company.
Leverage Data In Your Sales Strategy To Win 2023
Attention, sales leaders! In case you missed it, to win in 2023, your reps must leverage digital selling tactics and listen to buyer signals. Today’s buyer is empowered and increasingly reliant on self-discovery through digital experiences. Sales leaders need to adapt fast to win, retain, and grow revenue in this increasingly turbulent market, but the […]
The Top Five Reasons To Attend B2B Summit North America 2023
Over 100 analyst-led sessions, detailed case studies and success stories, and unparalleled networking opportunities are just a few of the things that B2B marketing, sales, and product leaders can expect at this year’s event.
Align Around Your Customers To Power Growth In Today’s Economic Climate
Outdated, short-term growth strategies that focus on extracting value from customers will fail. To succeed, companies must build, run, and continually optimize a customer-obsessed growth engine.
Call For Entries: Forrester B2B Summit North America Awards
Nominations are now open for Forrester’s B2B North America Return On Integration Honors and Program Of The Year Awards. If you have a great revenue engine alignment story, now is your time to shine.
Tackle 2023 With Bold Action & Clear Focus
Get our Predictions 2023 Guide to see the 12 big-impact dynamics that leaders will have to navigate in the coming year.
Sales Kickoff: Four Things The Best CSOs Do Well
To set the tone for a successful year, sales leaders should make a point of celebrating past-year wins and equipping their teams to be effective in the months ahead.
B2B Buyers And Digital Selling (Part 2): Buyer Enablement And Buying Signals
Sell something to a prospect, and you might earn a valuable commission. Help a prospect buy, and you might earn a valuable customer. This practice — helping prospects buy — is buyer enablement. And it requires a deeper understanding of purchasing preferences and the buying process itself, particularly with self-service. In this area, B2B teams […]
Four Key Investment Areas For Sales Operations Leaders In 2023
Sales operations planning will have to account for economic turbulence, but will find big opportunities in smart tech deployment.
B2B Sales Leaders: Balance Strategic And Tactical Investments In 2023
Experience from past economic slumps indicates that B2B sales leaders’ budget plans must balance essential strategic investments with “quick win” tactical investments.
The Keys To 2023 Planning? Discipline And Precision
Volatility will complicate planning for the coming year, but an intentional approach to investments and cuts will help businesses succeed.
See Why 2023 Fortune Favors The Bold And Focused
Explore our 2023 Predictions to see where strategies are shifting – and where opportunities for bold moves exist.
Sales Leadership, Assemble! At Forrester’s B2B Summit EMEA In London, October 11–12
B2B organisations face a range of macroeconomic uncertainties as they head into the second half of 2022 that pose risk to growth and profitability objectives. While you may not have control over these changing conditions, you can determine your own path through them to ensure that you thrive rather than just survive. Forrester’s B2B Summit […]
The B2B Sales Leader’s Strategy Guide For Economic Downturns
Discover actions you can take now to position your organization for a fast recovery.
B2B Buyers And Digital Selling (Part 1): Self-Service, PLG, And Consumption Pricing
Digital selling insights from buyers and B2B sales executives, covering self-service purchasing, product-led growth (PLG), e-commerce, and consumption-based pricing. Will they converge or remain distinct practices shaping the buying experience?
Actionable Insights And Metrics That Unlock Channel Sales Growth
Importance Of Channel Sales Metrics Today, actionable insights are the backbone of channel sales organizations. Collecting the right data and transforming it into actionable insights enables channel sales leaders to spot risks, find opportunities for growth, and make smarter decisions. In other words, tracking the right metrics could mean the difference between hitting your channel […]
Is The Sales Tech Party Over?
As the pandemic ramped up demand for tech to support new modes of interaction, billions of dollars of investment poured into sales tech startups. Now, a combination of macroeconomic and political factors is having a cooling effect.
Planning Guides 2023
Get planning and budgeting guidance for tech, CX, marketing, and other functions to help you make the right decisions in the year ahead.
B2B Companies Take Action — To A Point — In Response To The War In Ukraine
A recent survey of B2B organizations shed light on what they have been willing to do in response to the war and what has driven those decisions.
Are You An Effective Change Catalyst?
Rising to the challenge of ever-faster change requires more of us to put forth bold ideas. Fortunately, anyone can be a change catalyst.
Setting Priorities And Maximizing Impact: A Sit-Down With Forrester’s CSO
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.