Sales Technology and Services
In a hypercompetitive sales climate, sales technology choices are critical. These choices must be driven by sales strategy and business needs — not what’s superficially appealing. Read our insights on streamlining sales processes, supporting sales productivity, and advancing sales goals through technology.
Insights
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Compensation Solutions Increase ROI By Enabling Administrators
The Forrester Wave™: Sales Performance Management Solutions For Incentive Compensation, Q1 2025, provides insights into how this category is evolving and where customers are getting the most value.
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Why The “AI Agent As Coworker” Narrative Is The Future
AI agents have a promising future as innovative coworkers, and their presence is already being felt despite the inflated hype and current limitations.
Replay: Win Over Complex Buying Groups With Adaptive Programs
B2B buying groups are more complex than ever. Discover how to align priorities, drive consensus, and boost marketing’s impact with adaptive programs. Watch the webinar replay for buyer insights based on research.
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The Key To AI Success? Don’t Start With The Technology
With all the relentless buzz about AI, it’s easy to start with the tool and then go searching for a way to use it. The problem with that is you’re letting the technology, not your customers and your goals, drive your strategy. Set your company up for success with AI by following these steps.
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What I Learned About Sales Technology In 2024
This blog provides a 2024 year in review of the sales technology market, along with a view on how it will impact 2025.
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Now Live — The Forrester Wave™: Point-Of-Service Solutions, Q4 2024
The Forrester Wave™: Point-Of-Service Solutions, Q4 2024, is now live!
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Double-Clicking Into The Compensation Capabilities Of Sales Performance Management
Learn how the Forrester Sales Compensation Design And Management Model and a new landscape report can help evaluate sale performance management platforms.
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GenAI Is A Land Of Confusion For Revenue Leaders
It’s critical that revenue leaders develop a proactive strategy for applying AI for performance impact and separate reality from vision (or hype). Learn how to get started with these three steps.
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My Take On The Year Ahead For Sales Tech After Attending Three Key Events
This blog provides takeaways from Dreamforce, INBOUND, and CloudWorld that clients can use to get a perspective on each vendor’s vision for the coming year.
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The First Forrester Wave™ Evaluation Of Revenue Orchestration Platforms For B2B Is Live
The Forrester Wave™: Revenue Orchestration Platforms For B2B, Q3 2024, provides a comprehensive market evaluation of the ROP category, highlighting how these platforms integrate sales engagement, conversation intelligence, and revenue operations to enhance frontline productivity and buyer interactions through AI capabilities.
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Salesforce Makes Moves Into The Back Office With A Strategic Workday Partnership
Salesforce and Workday announced a strategic partnership to blend customer, financial, and employee data in a shared data foundation that negates the need to duplicate data or build custom integration. The result? Optimized employee and customer experiences that up-level business outcomes for joint Salesforce-Workday customers. The strategic objective? Salesforce extends its power into back-office workflows […]
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Five Standout Features Of Real-Time Revenue Execution Providers
Real-time revenue execution platform vendors have built important features that enable companies to improve revenue outcomes. After evaluating the top vendors in this category, five features stood out.
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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 […]
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Customer Success Platform Consolidation Reflects Market Dynamism
Customer success platform vendors Totango and Catalyst have announced plans to merge. Is this the start of an acquisition trend in the space? Find out more in this analysis.
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What Salesloft’s Acquisition Of Drift Means
Salesloft’s acquisition of Drift is a first step into marketing technology for sales tech vendors.
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Understanding The Real-Time Revenue Execution Platform Landscape
Real-time revenue execution platforms strengthen prospect identification and digital engagement while also providing capabilities that ensure the best buyer experience. Learn more about how they can improve business outcomes.
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What I Learned About Sales Technology In 2023
The past year was an exciting one for the sales technology market. Here are some of the highlights, along with a look ahead to 2024.
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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.
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Salesforce Now Available On AWS Marketplace
Salesforce and Amazon Web Services recently announced that Salesforce will be available on the AWS Marketplace. Learn some of the biggest implications for Salesforce customers.
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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? […]
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Conversation Intelligence For B2B Revenue Drives AI-Generated B2B Insights
The recent evaluation, The Forrester Wave™: Conversation Intelligence For B2B Revenue, Q4 2023, revealed trends that help customers understand what they should look for in providers when purchasing CI solutions.
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