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

Revenue Operations: Nine Myths And Two Realities

Laura Cross September 15, 2023
Revenue operations has exploded in popularity, but misconceptions about it abound. Here, we reveal nine common myths and highlight two key realities.
Blog

Apollo And Mediafly Funding Signals Renewed Interest In Sales Tech

Seth Marrs August 29, 2023
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.

Grow Your B2B Revenue With Customer Obsession

Stop extracting customer value -- and start creating it. Read our report to learn how to sustain B2B success with a customer-obsessed growth engine that creates buyer value and revenue.

Blog

Clari’s Acquisition Of Groove Is A Milestone For Revenue Tech

Anthony McPartlin August 15, 2023
Clari’s acqusition of Groove cements the convergence happening at the core of sales tech and is a milestone for the market.
Blog

2024 Planning: Revenue Operations And Four B2B Must-Do’s

Ross Graber August 9, 2023
With 2024 planning season rapidly approaching, preview Forrester’s four B2B revenue operations “must-do’s” to drive customer value and business growth.
Blog

2024 Planning: Asia Pacific Leaders Can Afford To Tone Down The Caution

Dane Anderson August 1, 2023
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.
Blog

Conversation Intelligence Is The Key To Unlocking Sales Productivity

Seth Marrs July 31, 2023
This blog describes how conversation intelligence solutions can reverse the seller productivity decline and increase win rates.
Blog

How B2B Companies Will Win The Competition For Growth

John Arnold July 25, 2023
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.
Blog

Check It Out: Now Is The Time to Examine Your Revenue Operations Capabilities

Vicki Brown June 29, 2023
Realize your maximum revenue operations potential and define your revenue operations strategy by starting with a maturity assessment of your revenue operations capabilities.
Blog

Is Your Tech Stack Confusing Your Sellers? Help Is On The Way.

Seth Marrs June 26, 2023
The proliferation of sales technology has created significant potential, but the volume of new tools is confusing overworked sellers who do not have time to learn about all these new capabilities. Sales technology providers have realized this and are now building new workflows to simplify this process, making it easier for sellers to get the most from their company’s technology.
Blog

The WIIFM (“What’s In It For Me?”) Of Revenue Operations

Anne Slough June 23, 2023
We interviewed a variety of sales, marketing, and revenue operations leaders to understand why revenue operations has grown dramatically in recent years and what assumptions leaders make about establishing a revenue operations function. Here's what they told us.
Webinar

The Future Of Revenue Operations

If you’re a B2B marketing leader in a high tech organization, watch this on-demand webinar to hear how organizations are evolving strategic marketing operations, sales operations, and revenue operations functions to deliver on customer value and commercial impact.
Blog

Revenue Operations Is The Key To Winning Today’s B2B Adventure Race

Seth Marrs June 6, 2023
Data, insights, and technology have become a superpower for aligning sales and marketing organizations. The relay race has shifted to an adventure race, supported by a fully integrated revenue lifecycle toolset.
Blog

Revenue Operations: Driving Better Customer Experiences And Growth

Cristina De Martini June 4, 2023
In constantly changing and highly complex B2B markets, organizational growth hinges on the ability to uncover value for customers. Forrester Decisions for Revenue Operations is designed to help organizations strengthen alignment across the revenue ecosystem to maximize customer value and company performance.
Blog

Where Does Marketing Measurement Fit In A B2B Revenue Operations Org?

Brett Kahnke May 24, 2023
When deciding whether to merge your marketing measurement and insights team into a combined revenue operations function, it’s critical to understand the full remit for a marketing measurement team and how well those accountabilities align with the priorities of the RevOps organization.
Blog

Digital Sales Rooms: Hype Or Reality?

Anne Slough May 4, 2023
Like other business innovations, digital sales rooms are not a magic wand. Learn what’s needed to capture the biggest benefits — and learn more at B2B Summit North America.
Blog

It’s The 53rd Earth Day, And What Has Sales Done?

Anne Slough April 21, 2023
Learn six meaningful ways that the sales organization can contribute to sustainability efforts at your organization today.
Blog

CPQ: Empowering Buyers To Buy With Omnichannel Sales

Robert Muñoz March 30, 2023
Learn how your organization can leverage CPQ solutions to win, retain, and grow customers, This blog will highlight trends uncovered during research for The Configure, Price, Quote Solutions Landscape, Q1 2023.
Blog

Disruptive Innovation Is Shaking Up The Sales Performance Management Technology Category

Seth Marrs March 21, 2023
Until recently, cost and implementation complexity limited SPM solutions to mostly large companies with complex use cases. Our Forrester Wave™ evaluation covering SPM shows that new entrants are providing solutions using modern technology that disrupt the status quo and generate value beyond the most complex use cases.
Blog

Beyond The Hype Of Generative AI For Users Of Sales Tech

Seth Marrs March 20, 2023
This blog provides an overview of what generative AI is — and what it is not — for B2B sales organizations.
Blog

Is Your Revenue Tech Strategy Beach-Ready?

Anthony McPartlin March 17, 2023
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.
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