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.

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Insights

Blog

The Sales Engagement Landscape And The Case For The Single Pane Of Glass

Seth Marrs May 19, 2022
In this fast-moving sales technology environment, the sales engagement feature set has never been more valuable. Our new research provides insight into what the future may hold.
Blog

How Sales Can Make Your Sustainability Sustainable

Anne Slough April 22, 2022
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” […]

Ask A Sales Leader:
A Forrester Podcast

Hear what it takes to achieve and sustain success from top B2B sales leaders.

Blog

The New Digital Sales Experience (DSX) Manifesto

Steve Silver March 7, 2022
Sales reps' needs and preferences are too often ignored in technology purchase decisions. Learn how to start changing that.
Blog

In The Future, Will You Really Need A CRM?

Seth Marrs January 25, 2022
Just a small fraction of sellers use CRM stages to manage deals. So why do companies continue to pay so much for tools that go unused?
Blog

Four Steps Sales Leaders Should Take To Make The Right Sales Tech Investments In 2022

Phil Harrell January 7, 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

2022 — Mutations In The Sales Tech Industry

Anthony McPartlin January 6, 2022
Mutants In Marvel And DC Marvel and DC comics and films of course are permeated with the notion of mutations (X-Men, Spider-Man, Venom, etc.). It’s the narrative hook that drives many of their stories, imbuing their characters with all sorts of weird and wonderful superpowers. My 15-year-old son Finn is a massive fan of the […]
Blog

Five Areas B2B Sales Leaders Are Prioritizing In 2022: Straight From The Source

Rick Bradberry December 28, 2021
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.

Accelerate Into Selling's New Era

Discover the trends that will define B2B sales in 2022, and get actionable advice to come out ahead. Explore our Planning Assumptions guide for sales executives and sales operations leaders.

Blog

2021 In Review: A Recap Of The Shifts That Every Sales Leader Should Know About

Phil Harrell December 10, 2021
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

With Sales Tech, Getting You To Your Destination Is The Easy Part

Seth Marrs November 15, 2021
Ask sales technology vendors these three questions to determine if their solutions can go beyond forecasting and provide insights that will help you consistently hit sales targets.
Blog

Revenue Operations And Intelligence (RO&I) Is Now Core To A Go-To-Market Tech Stack

Anthony McPartlin October 20, 2021
If there is one go-to-market tech category that generates significant confusion amongst buyers and even providers, it's revenue operations and intelligence (RO&I). Fortunately our first New Tech report on the category has just dropped with the explicit goal of removing the ambiguity around this category. Here its author Anthony McPartlin, provides some highlights.
Blog

Five Perspective Shifts Sales And Revenue Operations Leaders Need To Make In 2022

Steve Silver September 30, 2021
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.
Podcast

Could The Chip Shortage Derail Your IT Transformation?

What It Means September 23, 2021
The short-term impact of the chip shortage is clear to anyone who’s tried to buy something with a plug or a battery lately. But what long-term impacts should IT executives look out for? VP and Research Director Glenn O’Donnell provides insights.
Blog

Wondering If Your Sales Enablement Efforts Are Visible? Try These Four Quick-Hit Options

Peter Ostrow September 14, 2021
Sales enablement can often be a squirrelly thing to quantify. For starters, most practitioners are compensated via the same mechanisms — quota attainment, deal size, sales cycle — that are deployed to reward just about everyone in the direct sales hierarchy: leaders, coaches, overlays, managers, and, of course, the reps and partners they support. But […]
Blog

Quick Take: What Does This Current Sales Enablement Tech Consolidation Mean?

Peter Ostrow August 23, 2021
Two recent major acquisitions are part of a larger trend that reveals what sales enablement leaders have come to want and need.
Blog

Putting Forrester’s B2B Revenue Waterfall Into Action: Six Tips For Laser-Focused Targeting

Alisa Groocock July 22, 2021
Your product demos, content, and delivery channels won't matter if you're pursuing the wrong targets. Learn how the new Waterfall can help you zero in on the most promising opportunities.
Blog

Conversational Interactions And AI: Enhancing The Digital Buying Experience And Closing Gaps In Your Sales Process

Anne Slough July 1, 2021
Organizations that fail to meet buyers’ expectations for personalized omnichannel communications risk losing market share to competitors that do.
Blog

Welcome To The Future: Have You Heard About The 5 P’s Of Sales?

Phil Harrell May 6, 2021
Learn about the characteristics that sales organizations will need to gain and maintain a competitive edge.
Blog

Why The Tech-Enhanced Sales Rep Will Be Your Differentiator

Anne Slough April 6, 2021
Learn how dynamic guided selling gives sales teams a competitive edge — and join us at this year's B2B Summit to go deeper.
Blog

Careful With That Axe, Sales Team: AI And The Future Of Forecasting

Brandon Purcell March 16, 2021
While traditional, opinion-based forecasting often misses the mark, AI holds great promise for sharpening B2B sales forecasting. Learn how at this year's B2B Summit EMEA.
Blog

Sales Tech Convergence And Confusion

Anthony McPartlin February 18, 2021
How do sales leaders, sales operations, and sales enablement practitioners navigate their way through an increasingly crowded technology space?
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