Sales Strategy

Sell something to a prospect, and you might earn a valuable commission. Help a prospect buy, and you might earn a valuable customer. This practice — helping prospects buy — is buyer enablement. And it requires a deeper understanding of purchasing preferences and the buying process itself, particularly with self-service. In this area, B2B teams […]

Experience from past economic slumps indicates that B2B sales leaders’ budget plans must balance essential strategic investments with “quick win” tactical investments.

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 […]

Discover actions you can take now to position your organization for a fast recovery.

Digital selling insights from buyers and B2B sales executives, covering self-service purchasing, product-led growth (PLG), e-commerce, and consumption-based pricing. Will they converge or remain distinct practices shaping the buying experience?

Importance Of Channel Sales Metrics Today, actionable insights are the backbone of channel sales organizations. Collecting the right data and transforming it into actionable insights enables channel sales leaders to spot risks, find opportunities for growth, and make smarter decisions. In other words, tracking the right metrics could mean the difference between hitting your channel […]

The concept of “sustainability,” as we know it today, was first introduced in 1987 in the famous Brundtland (for Dr. Gro Harlem Brundtland) Report produced by several countries for the UN. The report defined sustainable development as meeting “the needs of the present without compromising the ability of future generations to meet their own needs” […]

Product strategy, along with marketing and sales strategy, must be a part of the overall business strategy. That alignment is critical to ensuring product-led growth; without it, aspirations on market share or how the organization will win can be short-sighted and product teams may wonder what their role is in reaching business goals.

Sales leaders want to continuously improve sales productivity. What many may not realize is that high seller engagement and wellness directly correlate with higher productivity. However, evidence from Forrester’s Q3 2020 US Future Of Work Survey shows that B2B sellers feel fatigued, less engaged, and more frustrated at work compared with other B2B professionals. This […]

It's time to relinquish outdated beliefs and embrace data and insights.

Each year, our planet has thousands of earthquakes. Most of them are small events, but a few powerful ones change the landscape. It’s hard to know if a tremor will turn into a major earthquake. B2B sales trends are like that, too. So let’s talk about two seismic shifts disrupting sales and marketing. Shift Number […]

New Forrester research illustrates how complex B2B buyers' decision-making processes are and the value of building trust with buyers.

Sales leaders should hold their sales managers accountable for providing consistent coaching to reps because it has a significant impact on sales productivity and performance. Sixty-five percent of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more of their time coaching. Today, CEOs and investors prioritize scalable […]

The competition for hiring great sales reps has never been fiercer. To ensure they hire the best candidates, sales leaders must treat candidates like buyers. Find out how in this blog post.

Since the TEI study reflects the real, measurable impact of a technology investment, we do not quantify (for the ROI calculation) any benefits that the customers themselves have not measured. Nevertheless, it’s important to consider the abstract, and that’s why we have the Unquantified Benefits section.

Compensation plans that motivate sellers to accomplish corporate objectives are invaluable to sales growth. How sales leaders roll out compensation plans to their sales teams is crucial to gaining buy-in to the plan. Successful rollouts have three key attributes: Transparency Alignment Stakeholder buy-in It is up to the CSO/CRO to communicate the plan and ensure […]

A sluggish January can be difficult to recover from. Use these insights to start the year on the right foot.