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.

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Insights

Blog

Align B2B Strategy, Planning, And Execution To Achieve Growth With Precision And Purpose

Laura Cross January 13, 2025
Translating corporate strategy into actionable plans at the product, revenue, functional, and operational levels is no easy feat. Learn how teams can do this successfully.
Blog

The Key To AI Success? Don’t Start With The Technology

Katie Linford December 23, 2024
With all the relentless buzz about AI, it’s easy to start with the tool and then go searching for a way to use it. The problem with that is you’re letting the technology, not your customers and your goals, drive your strategy. Set your company up for success with AI by following these steps.

Ready For 2025? Discover Key B2B Marketing And Sales Predictions!

Check out our 2025 predictions for B2B CMOs and CSOs! Discover the groundbreaking shifts in AI, product-led growth, buying groups, and digital sales headed your way.

Blog

What I Learned About Sales Technology In 2024

Seth Marrs December 17, 2024
This blog provides a 2024 year in review of the sales technology market, along with a view on how it will impact 2025.
Blog

Leverage Collaborative Supply Networks To Achieve Supply Chain Resilience And Sustainability

George Lawrie November 22, 2024
Learn how collaborative supply networks are helping some enterprises navigate the “new normal” of supply chain risk, and get a list of resources that can help your organization.
Blog

Double-Clicking Into The Compensation Capabilities Of Sales Performance Management

Seth Marrs November 1, 2024
Learn how the Forrester Sales Compensation Design And Management Model and a new landscape report can help evaluate sale performance management platforms.
Blog

GenAI Is A Land Of Confusion For Revenue Leaders

Anthony McPartlin October 29, 2024
It’s critical that revenue leaders develop a proactive strategy for applying AI for performance impact and separate reality from vision (or hype). Learn how to get started with these three steps.
Blog

B2B Go-To-Market Budgets Will Continue To Be Tight In 2025: Here’s What Marketing And Sales Operations Leaders Need To Do About It

Ross Graber October 28, 2024
Facing tight budgets in 2025, here are the main areas where B2B revenue, marketing, and sales leaders should prioritize their investments.

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.

Blog

Red Flags Revealed: Navigating The Path To B2B Operational Excellence

Laura Cross October 28, 2024
This blog explores the importance of effective process management in B2B organizations, highlighting common challenges and providing strategies to achieve operational excellence through the mitigation of six red flags. The full report offers a comprehensive analysis, detailed breakdowns, and actionable insights for preventing these red flags to improve business outcomes.
Blog

How Corpay Used Compensation To Improve Lead Conversion

Seth Marrs September 30, 2024
Learn how Corpay redesigned its compensation programs to improve lead conversion rates.
Blog

My Take On The Year Ahead For Sales Tech After Attending Three Key Events

Seth Marrs September 24, 2024
This blog provides takeaways from Dreamforce, INBOUND, and CloudWorld that clients can use to get a perspective on each vendor’s vision for the coming year.
Blog

The First Forrester Wave™ Evaluation Of Revenue Orchestration Platforms For B2B Is Live

Anthony McPartlin September 4, 2024
The Forrester Wave™: Revenue Orchestration Platforms For B2B, Q3 2024, provides a comprehensive market evaluation of the ROP category, highlighting how these platforms integrate sales engagement, conversation intelligence, and revenue operations to enhance frontline productivity and buyer interactions through AI capabilities.
Blog

Struggling With B2B Data Quality? Let Me Guess …

Brett Kahnke June 21, 2024
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.
Blog

Improving B2B Data Quality: Changing The Tires On A Moving Car​

Brett Kahnke June 21, 2024
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.
Blog

Five Standout Features Of Real-Time Revenue Execution Providers

Seth Marrs June 11, 2024
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.
Blog

Focus On Customer Value To Deliver B2B Customer Growth

Steve Silver May 14, 2024
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 […]
Blog

When It Comes To Sales And Marketing Alignment, Data Needs To Come Before People

Seth Marrs April 24, 2024
Perfecting the execution of a complex system requires data to enable revenue teams to deliver the best results on every deal.
Blog

Designing B2B Operating Models For Customer-Obsessed Growth

Laura Cross April 23, 2024
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.

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.

Blog

It’s Time For Sales Leaders To Coach Sellers Like Athletes

Seth Marrs April 15, 2024
Sales managers now have the visibility needed to coach sellers beyond the basics.
Blog

What Salesloft’s Acquisition Of Drift Means

Seth Marrs February 13, 2024
Salesloft’s acquisition of Drift is a first step into marketing technology for sales tech vendors.
Blog

Understanding The Real-Time Revenue Execution Platform Landscape

Seth Marrs January 24, 2024
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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