Sales Strategy
Repeatable, predictable sales success begins with a resilient sales strategy. Explore our latest insights.
Insights
Blog
OK, AI, Buy Me Some Enterprise Software
If your buyers use generative AI to research your product and don’t put you on their shortlist, how would you even know? B2B buyers are rapidly adopting genAI, changing how they shop, so B2B companies need to start preparing for much smarter shoppers.
Blog
Self-Service Buying Is A Wake-Up Call For B2B Sales
Nearly two-thirds of B2B sales leaders told us that digital buying behaviors would have a significant impact on their organization in the next two years. Yet only 37% said digitizing the buyer’s journey is a top priority. It’s time to get serious about self-service.
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.
Blog
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 […]
Blog
Are B2B Buyers Cowards?
No matter how big a game a buyer talks, less than a third of all buyers are risk-tolerant. Trust is the remedy to risk — and trusted companies are more likely to win and retain customers and enjoy a strong buyer preference.
Blog
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.
Blog
Saying Goodbye To MQLs: How Does Marketing’s Life Change?
There are five key ways that marketing’s role changes when making the shift to buying groups and opportunities. Find out what they are in this week’s Saying Goodbye to MQLs blog.
Blog
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.
Blog
Saying Goodbye To MQLs: A Parting That Is All Sweet And No Sorrow
Adopting the revenue waterfall for demand management brings many benefits, meaning that parting with leads can be all sweet and no sorrow.
Blog
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? […]
Blog
Saying Goodbye To MQLs: Six MQL Myths Squashed To Shift Your Leads-Based Culture
A major challenge when switching from MQLs to buying groups is changing your organization’s culture and mindset, as well. Learn more in this week’s Saying Goodbye to MQLs blog.
Blog
Saying Goodbye To MQLs: What Changes In The RDR Function When We Move To Buying Groups?
Whether you realize it or not, revenue development reps are already working with buying groups. Learn how to formalize this process internally today.
Blog
Saying Goodbye To MQLs: Learn How Reltio Transformed Its Revenue Process In 60 Days
Curious of how long the shift to buying groups and opportunities takes? Register for Forrester’s webinar to find out how Reltio made this transformation in just 60 days.
Join Us In London To Adapt To B2B Buyer Change
Register for B2B Summit EMEA, coming to London October 7–9. Discover how to adapt your marketing, sales, and product strategies for complex buyer scenarios, longer sales cycles, genAI, and more.
Blog
Saying Goodbye To MQLs: We Promise It’s Not Clickbait!
In this week’s Saying Goodbye To MQLs blog, we address some of the questions we’ve received while publishing this blog series.
Blog
Saying Goodbye To MQLs: When Should We Create The Opportunity Entity?
In this week’s Saying Goodbye to MQLs blog, we identify three common points in the revenue process where organizations can create the opportunity entity.
Blog
Saying Goodbye To MQLs: How Does The Buyer’s Journey Change In A Buying Group World?
Learn what changes and what stays the same when you're shifting away from MQLs and toward opportunities and buying groups.
Blog
Saying Goodbye To MQLs: What’s The Role Of The Opportunity Entity In The Revenue Process?
This Saying Goodbye to MQLs blog identifies the role of the opportunity entity and why your team should use it in the revenue process today.
Blog
Saying Goodbye To MQLs: Accounts, Buying Groups, Opportunities, Oh My! How Is It All Connected?
In this week’s Saying Goodbye to MQLs blog, we discuss the relationship between accounts, buying groups, and opportunities.
Blog
Saying Goodbye To MQLs: What’s The Business Impact Of Leaving MQLs?
This week’s Saying Goodbye to MQLs blog post looks at how leveraging signals to identify buying groups can drive value for your organization.
Blog
Saying Goodbye To MQLs: So We’re On Board With Buying Groups, But What About The Individual?
Welcome back to this multipart blog series answering why leads-centric marketing approaches don’t work. In this post, we look at what happens to the individuals if we focus on buying groups.
Blog
Subscription Hardware Puts The Channel At Risk
Subscription-based hardware is the emerging model that every hardware vendor is promising to customers, partners, and investors. It’s a significant shift from the classic capex model in which firms spend money for outright hardware purchases. There are several scenarios such as new technology, short-term projects, test-before-you-buy, and infrastructure bundled with managed services, etc., where subscription-based […]
More posts