Sales Productivity
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The End Of Sales Force Automation As A Tech Category
Sales force automation (SFA) has outgrown its original tech category, becoming increasingly ambiguous as it evolves into more of an umbrella term for an ever-widening array of sales tech. As a result, Forrester will no longer be evaluating SFA as a category. Find out more and learn why sales tech buyers need to decouple their CRM and sales tech investment decisions.
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With B2B Sales Disruption On The Doorstep, What’s Next?
A handful of forces are shaping the next decade of selling, which will be a B2B sales supercycle — an extended period of growth and transformation. Discover how AI affects B2B sales, as well as the characteristics and implications of this upcoming future.
See How Top Brands Shifted From MQLs To Buying Groups
Missed the live session? Watch on demand to see how Siemens, Zendesk, and Palo Alto Networks transformed revenue strategies by moving from outdated MQL models to a buying group approach.
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Leverage Collaborative Supply Networks To Achieve Supply Chain Resilience And Sustainability
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.
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How Corpay Used Compensation To Improve Lead Conversion
Learn how Corpay redesigned its compensation programs to improve lead conversion rates.
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What’s Lurking In Your Sales Culture?
Toxicity lives on in some sales cultures — and where it does, it impedes growth and success. Learn what’s needed to overcome it in this B2B Summit North America session preview.
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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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Announcing The Winners Of Forrester’s Coveted B2B Return On Integration Honors For North America
These three companies have transformed their businesses to maximize customer value and relentlessly drive internal alignment. Get a preview of the success stories they will share at B2B Summit North America in May.
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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 Is The Key To Unlocking Sales Productivity
This blog describes how conversation intelligence solutions can reverse the seller productivity decline and increase win rates.
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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.
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Revenue Enablement: Why Forrester Has Made The Change
Forrester is adapting along with the entire B2B sales space, pivoting from “sales enablement” to “revenue enablement” in describing the discipline of ensuring that all customer-facing roles receive consistent enterprise support so that they have the confidence, competence, and content to drive customer value and revenue results.
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The Emerging Role Of The Field Sales Coach: A Success Story
Who doesn’t love a success story? Every year at Forrester’s B2B Summit North America, our sales research team presents new and exciting research, topped off with a captivating B2B Program Of The Year Award presented in a fireside chat with a Forrester analyst. For 2023, our B2B Program Of The Year Award session will include […]
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Why Aren’t There More Enablement Help Desks?
What does a help desk, or similar functionality, look like for enablement teams?
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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 […]
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Navigating The Economic Headwinds Of 2023
The inability to sell in person during the pandemic gave rise to the perception that we needed more meetings and emails — taking away from direct selling time. As we’ve moved past the pandemic, learn what our data is telling us about where sales reps are spending their time now.
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A Sales Performance End-Of-Year Review — Forrester’s SPM Landscape Can Help
Congratulations on making it through another turbulent year! As we toast our glasses to hopes of new opportunities and growth in 2023, it’s important to take some time to review what we’ve learned through the year and adapt to changes that are unfolding into the new year. This was an important year of discovery as […]
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What’s Next For Sales Intelligence Solutions?
(Part two of a two-part series) Sales intelligence, in concept and in practice, has experienced a significant evolution (see part one of this blog series). Today’s sales intelligence providers give insight into buyer behaviors and provide data to salespeople. This helps sales professionals identify, analyze, present, and utilize data to increase win rates for acquisition, […]
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The State Of B2B Sales Intelligence Vendors: What Is It, And Why Should You Care?
(Part one of a two-part series) In the recently published Forrester Landscape report, we define B2B sales intelligence as: Solutions that offer data, insights, and data management services to optimize sales efficiency and effectiveness. Companies use sales intelligence vendors to augment and enhance sales data about markets, accounts, prospects, buying groups, and contacts. Insights delivered […]
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Role-Based Sales Competency Maps — I Ain’t Got Time For That!
Ugh. I get it. When I was a first-time sales enablement practitioner, just the mention of “competencies” made my eyes glaze over and my attention immediately wane. I believed that competency mapping was a theoretical exercise invented by human resources or learning designers to test my last nerve. I was certain that the exercise would […]
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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 […]
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