Sales

The sales climate has grown more complex as buyer expectations escalate. Sales organizations need new processes, approaches, and skill sets — while facing the ever-present pressure to make the number. Explore our insights from former sales leaders for building buyer-centric strategies, streamlining processes, and gaining efficiencies.

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Insights

Blog

Does My RO&I Or Sales Engagement Platform Need To Be Native To Salesforce?

Seth Marrs 10 hours ago
Have you considered buying a revenue operations and intelligence (RO&I) or sales engagement platform? If so, you’ve likely seen vendors touting the benefits of their native Salesforce capabilities. That’s a good thing, right? Most clients I’ve spoken with believe a native application is a positive feature. Vendors know this and look for any opportunity to […]
Video

Predictions 2023: Winning B2B Organizations Refocus Around The Customer

Ross Graber October 26, 2022

Tackle 2023 With Bold Action & Clear Focus

Get our Predictions 2023 Guide to see the 12 big-impact dynamics that leaders will have to navigate in the coming year.

Blog

Role-Based Sales Competency Maps — I Ain’t Got Time For That!

Jennifer Bullock October 4, 2022
Ugh. I get it. When I was a first-time sales enablement practitioner, just the mention of “competencies” made my eyes glaze over and my attention immediately wane. I believed that competency mapping was a theoretical exercise invented by human resources or learning designers to test my last nerve. I was certain that the exercise would […]
Blog

B2B Buyers And Digital Selling (Part 2): Buyer Enablement And Buying Signals

Rick Bradberry September 2, 2022
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 […]
Blog

B2B Sales Leaders: Balance Strategic And Tactical Investments In 2023

Mike Pregler September 1, 2022
Experience from past economic slumps indicates that B2B sales leaders’ budget plans must balance essential strategic investments with “quick win” tactical investments.
Blog

Getting Marketing Leaders Back Together At Forrester’s B2B Summit EMEA 2022

David Parry August 2, 2022
From leadership strategies to planning best practices to elevating marketing's role, here's a look at what to expect at Forrester's B2B Summit EMEA this fall.
Blog

Sales Leadership, Assemble! At Forrester’s B2B Summit EMEA In London, October 11–12

Anthony McPartlin July 21, 2022
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 […]

See Why 2023 Fortune Favors The Bold And Focused

Explore our 2023 Predictions to see where strategies are shifting – and where opportunities for bold moves exist.

Blog

Does A TEI Have A Positive ROI For Companies? You Bet.

Stephanie Slate July 18, 2022
Our recent analysis underscored the benefits a Total Economic Impact Study can deliver to companies, particularly as economic uncertainty looms.
Blog

The B2B Sales Leader’s Strategy Guide For Economic Downturns

Nancy Maluso July 12, 2022
Discover actions you can take now to position your organization for a fast recovery.
Blog

B2B Buyers And Digital Selling (Part 1): Self-Service, PLG, And Consumption Pricing

Rick Bradberry June 24, 2022
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

Sales Enablement Technology Decisions Just Got Easier: Introducing The Now Tech Report For 2022

Peter Ostrow June 23, 2022
Sales enablement automation (SEA) solutions equip sellers with personalized training and content to effectively engage with and meet the expectations of increasingly digital-first buyers. Over the past decade, these solutions have evolved and empowered B2B revenue teams to: Optimize sales processes. Break down organizational silos. Shorten time-to-competency. Measure the impact of enablement programs. These technologies […]
Blog

Actionable Insights And Metrics That Unlock Channel Sales Growth

Stephanie Sissler June 22, 2022
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 […]

Planning Guides 2023

Get planning and budgeting guidance for tech, CX, marketing, and other functions to help you make the right decisions in the year ahead.

Blog

Clari’s Acquisition Of Wingman Signals A Deeper Push Into Revenue Intelligence

Seth Marrs June 15, 2022
Clari is a sales technology provider that helps sales teams streamline operations and improve revenue predictability. Traditionally, it has stayed away from deeper revenue intelligence capabilities that focus on interaction execution, preferring to aggregate that information from other tools and present it in Clari. The Wingman acquisition is a shift away from this approach, as […]
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” […]
Blog

The Great Sales Content Disconnect

Jennifer Bullock April 20, 2022
Today, both sellers and buyers are forced to navigate a perfect storm of content, as the average number of interactions per B2B buying cycle has jumped 54% over the past two years and reps have an average of 1,400 sales assets to choose from. While reps now have more tools to leverage than ever before […]
Blog

Sales Leaders Can Improve Sales Productivity By Focusing On Four Wellness Steps

Nancy Maluso April 20, 2022
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 […]
Blog

Are You An Effective Change Catalyst?

Meta Karagianni April 5, 2022
Rising to the challenge of ever-faster change requires more of us to put forth bold ideas. Fortunately, anyone can be a change catalyst.

2023 Planning Isn’t Business As Usual

Explore Forrester's 2023 planning guide for data-driven insights on where to invest, where to pull back, and where to stay the course.

Podcast

Setting Priorities And Maximizing Impact: A Sit-Down With Forrester’s CSO

Ask A Sales Leader March 29, 2022
Sales leaders are sprinting to adapt as the world of B2B sales rapidly evolves; if a sales leader does not pace out change, however, they will fail to drive long-term impact. Listen to this week’s episode of Ask A Sales Leader as Phil sits down with Kelley Hippler, chief sales officer at Forrester, who shares advice on how B2B sales leaders can set priorities to maximize top- and bottom-line business impact.
Blog

Can You Handle The Truth? Why Popular Myths Are Holding B2B Sales Back

Phil Harrell March 22, 2022
It's time to relinquish outdated beliefs and embrace data and insights.
Podcast

How A Sales Leader At An Early-Stage Company Positioned Their Organization For Success

Ask A Sales Leader March 15, 2022
Sales leaders at early-stage companies need to know what they’re getting themselves into, as they face unique challenges to growing business, such as the need to build stronger relationships without a foundational reputation. Listen to this week’s episode of Ask A Sales Leader as Phil interviews Aaron Bollinger, chief revenue officer (CRO) of Kronologic, who shares best practices for sales leaders at early-stage companies and offers his outlook on the future of B2B sales.
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