Chief Sales Officer

Sales operations planning will have to account for economic turbulence, but will find big opportunities in smart tech deployment.

Experience from past economic slumps indicates that B2B sales leaders’ budget plans must balance essential strategic investments with “quick win” tactical investments.

Volatility will complicate planning for the coming year, but an intentional approach to investments and cuts will help businesses succeed.

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 […]

Discover actions you can take now to position your organization for a fast recovery.

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?

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 […]

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.

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.

Rising to the challenge of ever-faster change requires more of us to put forth bold ideas. Fortunately, anyone can be a change catalyst.

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It's time to relinquish outdated beliefs and embrace data and insights.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