Sales Strategy

Many factors go into effective sales annual planning. Yet without close revenue engine alignment and use of data-driven insights, your plan may be doomed to failure.

To succeed in 2022 and beyond, B2B sales leaders need to transform and embrace the new digital normal. Vice Presidents Mike Pregler and Stephanie Sissler explain what that requires in this discussion of Forrester’s 2022 Planning Assumptions for sales executives.

B2B sales leaders need to move away from conventional, comfortable approaches and embrace the realities of today's digital-first buying climate. Learn what the shift requires.

As the B2B buying process becomes more complex, sales operations teams face escalating demands. Learn about the trends that will shape sales operations leaders' priorities in the year ahead.

The sales profession has changed — but old stereotypes remain. Sales leaders need to help counter the misperceptions to bring in talent.

Just as using a scientific approach boosted the fortunes of major league baseball teams, so should sales teams use data and analytics to lift productivity and performance.

Learn about the characteristics that sales organizations will need to gain and maintain a competitive edge.

Inside sales and field sales activities and roles have blurred, as both sellers and buyers enabled with digital tools have confirmed the physical and virtual boundaries that separate “outside” and “inside” sellers don’t matter anymore. Inside sales reps can close big deals — often more efficiently and at a lower cost than traditional field sellers, […]

Changing buyer preferences and remote work have forced sales organizations to rethink how and where they sell. An insights-driven, team-oriented approach is needed to succeed. Learn more at next week's B2B Summit North America.

Learn what successful selling will require in our upcoming B2B Summit North America.

Territory design and the subsequent application and management of those plans is fraught with opportunities for distortion by human intervention. In her latest blog post, Anne Slough discusses the critical role that sales operations plays to maintain equity in the territory design process.

Learn how dynamic guided selling gives sales teams a competitive edge — and join us at this year's B2B Summit to go deeper.

Mergers and acquisitions and other major changes can place enormous pressure on frontline sales organizations. Learn when the strain becomes too much in this B2B Summit session preview.

COVID-19 accelerated changes that were already underway in B2B sales — and Vice President and Group Director Phil Harrell says there’s no turning back. On this week’s What It Means, he explains how sales organizations can position themselves for success in a permanently altered landscape.

• Getting noticed by buyers in the B2B marketplace is difficult, and for emerging companies with little to no brand recognition, it’s even harder
• Marketers must create a single, consistent message that the entire company articulates in the market as a bullhorn instead of a whisper
• These leaders can contribute different perspectives about how to align on message and ensure that everyone in their organizations use it repeatedly 

• Sales operations must evolve to meet changing internal and external demands
• The right sales operations type depends on size, go-to-market model, offering complexity, and scale
• Join us at Summit 2020 to learn more about the topic, network with your peers, and discover your sales operations function type