Sales Operations
Today’s sales operations leaders must harness data and insights to optimize processes, maximize sales productivity, and deliver on sales targets. Read our latest sales operations insights to help achieve these aims and support sales and organizational objectives.
Insights
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Struggling With B2B Data Quality? Let Me Guess …
Over the years, Forrester analysts have helped thousands of B2B clients grapple with data quality challenges. Across those highly custom sets of business issues, a few clear patterns have emerged.
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Improving B2B Data Quality: Changing The Tires On A Moving Car
Managing data quality requires a defined strategy to tackle data management, domain insight gathering, and team enablement, with planning cycles focused on governance, compliance, and technology.
Align Marketing And Sales Teams On Customer Value
Want to maximize revenue by prioritizing customer value? Discover how the Forrester Opportunity Lifecycle keeps teams engaged with customers at every stage of their journey.
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Five Standout Features Of Real-Time Revenue Execution Providers
Real-time revenue execution platform vendors have built important features that enable companies to improve revenue outcomes. After evaluating the top vendors in this category, five features stood out.
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Focus On Customer Value To Deliver B2B Customer Growth
Last week, I presented at my 10th, and final, Forrester B2B Summit North America. I say final not because the event is ending but because I’m retiring from Forrester in June of this year. One of my sessions introduced the Forrester Customer-Led Sales Growth Model, which was a perfect way to summarize my views on […]
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When It Comes To Sales And Marketing Alignment, Data Needs To Come Before People
Perfecting the execution of a complex system requires data to enable revenue teams to deliver the best results on every deal.
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Designing B2B Operating Models For Customer-Obsessed Growth
Operating models optimize organizations to drive value in dynamic B2B markets. Forrester's High-Performance Operating Model Framework helps align all aspects of the organization to deliver customer value and prioritize decision-making.
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It’s Time For Sales Leaders To Coach Sellers Like Athletes
Sales managers now have the visibility needed to coach sellers beyond the basics.
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What Salesloft’s Acquisition Of Drift Means
Salesloft’s acquisition of Drift is a first step into marketing technology for sales tech vendors.
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Understanding The Real-Time Revenue Execution Platform Landscape
Real-time revenue execution platforms strengthen prospect identification and digital engagement while also providing capabilities that ensure the best buyer experience. Learn more about how they can improve business outcomes.
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B2B Summit North America 2024: Your Ticket To Turning Disruption Into Growth
Explore the strategies and tools needed to drive customer-obsessed growth at our premier event for B2B marketing, sales, and product teams.
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What I Learned About Sales Technology In 2023
The past year was an exciting one for the sales technology market. Here are some of the highlights, along with a look ahead to 2024.
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What Google’s New Spam Protection Means For Sales And Marketing
Learn more about the impending changes to Gmail and Yahoo spam rules, along with what you can do about it.
Harness The Power Of A NEW Customer-Centric Revenue Framework
Watch our webinar replay to unlock the potential of Forrester's NEW Opportunity Lifecycle Framework. Revolutionize your revenue process by breaking down barriers that neglect customers, fail buyers, and distort focus.
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Shift From Manual To Automated Account Planning To Deliver Results
I’ve been involved with account planning programs for over 30 years — first as a sales rep, then as a sales manager, then as a sales operations leader, and, finally, as an analyst and advisor. And in all that time, resistance by sellers to the process of creating and leveraging account plans remains high. Why? […]
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Conversation Intelligence For B2B Revenue Drives AI-Generated B2B Insights
The recent evaluation, The Forrester Wave™: Conversation Intelligence For B2B Revenue, Q4 2023, revealed trends that help customers understand what they should look for in providers when purchasing CI solutions.
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An Overview Of The Current B2B Revenue Conversation Intelligence Landscape
The COVID lockdown rapidly advanced the adoption of digital versus in-person communications, creating a significant demand for conversation intelligence (CI) solutions. CI solutions for B2B revenue allow sales teams to translate unstructured digital conversations into actionable insights.
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Revenue Operations: Nine Myths And Two Realities
Revenue operations has exploded in popularity, but misconceptions about it abound. Here, we reveal nine common myths and highlight two key realities.
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Apollo And Mediafly Funding Signals Renewed Interest In Sales Tech
This blog covers the impact that Mediafly and Apollo’s recent funding will have on the two firms, the sales technology market, and buyers of sales technology.
Join Us In Singapore To Supercharge Your B2B Success
Register for B2B Summit APAC, coming to Singapore on October 1. Access growth, revenue, alignment, sales, genAI, and product strategies to boost your brand success.
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Clari’s Acquisition Of Groove Is A Milestone For Revenue Tech
Clari’s acqusition of Groove cements the convergence happening at the core of sales tech and is a milestone for the market.
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2024 Planning: Revenue Operations And Four B2B Must-Do’s
With 2024 planning season rapidly approaching, preview Forrester’s four B2B revenue operations “must-do’s” to drive customer value and business growth.
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2024 Planning: Asia Pacific Leaders Can Afford To Tone Down The Caution
After a challenging past few years, business leaders in Asia Pacific can expect a brighter 2024. Learn how to capitalize with Forrester’s Planning Guides.
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