Sales Strategy
Repeatable, predictable sales success begins with a resilient sales strategy. Explore our latest insights.
Insights
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B2B Buyers And Digital Selling (Part 1): Self-Service, PLG, And Consumption Pricing
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?
Blog
Actionable Insights And Metrics That Unlock Channel Sales Growth
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 […]
Ask A Sales Leader:
A Forrester Podcast
Hear what it takes to achieve and sustain success from top B2B sales leaders.
Blog
How Sales Can Make Your Sustainability Sustainable
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” […]
Blog
The Importance Of Aligning Product Portfolio Strategy With Business Strategy
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.
Blog
Sales Leaders Can Improve Sales Productivity By Focusing On Four Wellness Steps
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 […]
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Can You Handle The Truth? Why Popular Myths Are Holding B2B Sales Back
It's time to relinquish outdated beliefs and embrace data and insights.
Blog
Two Seismic Shifts Disrupting B2B Sales And Marketing
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 […]
Planning Assumptions 2022
Discover the trends that will define B2B leaders' priorities in 2022 and learn what it will take to capitalize on them. Explore our guides, blog posts, podcasts, and more.
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B2B Sellers Must Reevaluate How They Build Trust With Buyers
New Forrester research illustrates how complex B2B buyers' decision-making processes are and the value of building trust with buyers.
Blog
Three Keys To Effective Coaching To Increase Sales Productivity
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 […]
Blog
Attention, Sales Leaders: Treat Potential Hires Like Potential Buyers To Quickly Fill Recs With Qualified Candidates
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.
Blog
Four Ways To Leverage Your Entire TEI Study (For The Vendor Sales Leader)
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.
Blog
Sales Leaders’ Guide To Rolling Out Compensation Plans At Kickoff
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 […]
Blog
Four Things Sales Executives Should Do Immediately To Ensure A Fast Start To 2022
A sluggish January can be difficult to recover from. Use these insights to start the year on the right foot.
Blog
Four Steps Sales Leaders Should Take To Make The Right Sales Tech Investments In 2022
Sales leaders must make the right investments in sales technology if they want to help their sales teams win in 2022. The right sales tech stack can improve sales productivity and broaden rep participation by: Automating administrative tasks for sellers and managers. Collecting valuable customer and seller data. Providing real-time coaching and recommendations. But there […]
Blog
Five Areas B2B Sales Leaders Are Prioritizing In 2022: Straight From The Source
What our clients ask us about is often indicative of emerging trends. Here are some of the top questions we heard over the last quarter, along with the answers.
Blog
How Sales Leaders Can Generate More Pipeline
“My sales team has too many opportunities and too much pipeline,” said no sales leader ever. Recent changes in B2B buying habits offer sales and marketing leaders a unique opportunity to adopt a new approach to building pipeline that will support reps’ quota attainment efforts. Sales Leaders Don’t Care About Leads — They Care About […]
Blog
2021 In Review: A Recap Of The Shifts That Every Sales Leader Should Know About
For sales organizations, the past year brought significant change — and accelerated changes already in motion. Here, we recap some of those shifts and help sales leaders put them in perspective.
Blog
How To Ensure That Your Organization’s TEI Gets The Most Mileage
Make sure your TEI is meeting your organization where it’s currently at. The main objectives should be in-line with your organization’s strategy today, not tomorrow.
Blog
Sales Enablement And The Great Resignation — Three Things You Need To Do NOW
Between April and August of 2021, the US Bureau of Labor Statistics reported an alarming trend for businesses: The number of resignations, or the “quits rate” as they call it, began to climb to record monthly highs. In August, 2.9% of the labor force resigned, which is up from a “normal” run rate of around […]
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