Sales Strategy

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Saying Goodbye To MQLs: When Should We Create The Opportunity Entity?

Terry Flaherty 4 days ago
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.

Saying Goodbye To MQLs: How Does The Buyer’s Journey Change In A Buying Group World?

Terry Flaherty September 14, 2023
Learn what changes and what stays the same when you're shifting away from MQLs and toward opportunities and buying groups.

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.


Saying Goodbye To MQLs: What’s The Role Of The Opportunity Entity In The Revenue Process?

Amy Hawthorne September 7, 2023
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.

Saying Goodbye To MQLs: Accounts, Buying Groups, Opportunities, Oh My! How Is It All Connected?

Amy Hawthorne August 31, 2023
In this week’s Saying Goodbye to MQLs blog, we discuss the relationship between accounts, buying groups, and opportunities.

Saying Goodbye To MQLs: What’s The Business Impact Of Leaving MQLs?

Terry Flaherty August 24, 2023
This week’s Saying Goodbye to MQLs blog post looks at how leveraging signals to identify buying groups can drive value for your organization.

Saying Goodbye To MQLs: So We’re On Board With Buying Groups, But What About The Individual?

Amy Hawthorne August 17, 2023
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.

Subscription Hardware Puts The Channel At Risk

Naveen Chhabra August 14, 2023
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 […]

Saying Goodbye To MQLs: What’s The Big Deal About Getting Rid Of MQLs?

Terry Flaherty August 10, 2023
We received many great questions in our webinar on why leads-centric marketing approaches don’t work. In the first post of a multipart blog series, we focus on the shift from leads to opportunities.

Saying Goodbye To MQLs: Read All The Posts In Our Series

Terry Flaherty August 8, 2023
The “Saying Goodbye to MQLs” blog series is dedicated to answering your questions when making the shift from leads to buying groups and opportunities. You can find all blogs published in this series below.   Making the shift from MQLs (marketing-qualified leads) to buying groups and opportunities continues to be a hot topic that boils […]

Steering Toward Success: Three Approaches To Building Outcomes-Based Joint Success Plans

Shari Srebnick August 3, 2023
A joint customer success plan is a roadmap to help steer customers toward achieving their desired outcomes.

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.

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.

How To Uplevel Your B2B Revenue Process

Join us on July 18 for a live webinar to learn how and why revenue process efficiency and productivity are crucial to reaching your B2B marketing goals.


Revenue Enablement: Why Forrester Has Made The Change

Peter Ostrow June 5, 2023
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.

Up Your Game: Drive Better Results Through Revenue Process Improvement

Terry Flaherty April 27, 2023
Switching from marketing-qualified leads to buying groups and opportunities can drive tremendous improvement, but success is also heavily dependent on your process. Learn more at this year’s B2B Summit North America.

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.

The Emerging Role Of The Field Sales Coach: A Success Story

Peter Ostrow April 18, 2023
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 […]

CMOs’ Role In Unveiling The Full Potential Of Revenue Opportunities

Christina Schmitt April 6, 2023
The environment of B2B organizations and B2B marketing is changing rapidly, and it’s essential that companies keep up to stay ahead of the game. One area that needs attention is revenue management, which traditionally focused solely on lead-centric acquisition processes. As customer buying behavior changes, however, B2B organizations and their CMOs must take a more […]

Defy Buyer Friction With B2B Alignment

Overcome B2B buyer disruption with marketing, sales, and product teams and processes aligned on customer obsession.


The “Goodbye MQL” Transformation Accelerates — Moving From Wild Idea To Reality

Terry Flaherty April 5, 2023
What was once considered heretical by some has now moved to the forefront of marketers' priorities. At this year's B2B Summit North America, get advice for successfully transitioning from a marketing-qualified lead (MQL) focus to an opportunities-based approach.

Your Company’s Quota Attainment Is Probably Around 50%, And That’s Not A Bad Thing

Seth Marrs March 14, 2023
Quota attainment is consistently used as a sales performance metric but is misunderstood and should not be used as an indicator of sales success. Read this blog to understand the reasons for quota attainment challenges and why different measures should be used.

Leverage Data In Your Sales Strategy To Win 2023

Alex Schanne February 23, 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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