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.
Insights
Blog
With B2B Sales Disruption On The Doorstep, What’s Next?
A handful of forces are shaping the next decade of selling, which will be a B2B sales supercycle — an extended period of growth and transformation. Discover how AI affects B2B sales, as well as the characteristics and implications of this upcoming future.
Blog
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.
Navigate B2B Volatility Like A Pro With Forrester
Struggling to adapt to shifting priorities and economic challenges? Our webinar reveals how to thrive with smart scenario planning, quick decisions, and solid compliance strategies.
Blog
Announcing Forrester’s B2B Programs Of The Year Award Winners For North America
Learn the seven companies that won this year’s coveted B2B Programs Of The Year Awards for North America, and join us at B2B Summit in Phoenix to hear their stories live.
Blog
The “AI Agent As Coworker” Narrative Is Nonsense
In this two-part blog series, Principal Analysts Anthony McPartlin and Seth Marrs debate the idea of AI agents as coworkers. Here, Anthony takes a skeptical perspective, while in his blog, Seth (ever the optimist) makes his case for a more positive view of AI agents. An ad campaign has been running on bus shelters across […]
Blog
Predictions 2025: Younger Business Buyers And GenAI Will Upend The Status Quo
B2B organizations won’t succeed without adapting to the preferences of younger business buyers. Find out how they will shape the landscape in the year ahead.
Blog
European Leaders: Align Budget Planning To Accelerate Performance In 2025
Upbeat budget expectations for 2025 will serve European leaders well, but placing the right bets will be critical to securing a competitive edge. Read a few of our top recommendations.
Podcast
How Should Business And Tech Leaders Spend In 2025?
Business and tech leaders expect (slightly) bigger budgets next year. How should they use them? On this episode of What It Means, VPs and Group Research Directors Stephanie Balaouras, Keith Johnston, and Srividya Sridharan dive into Forrester’s Budget Planning Guides’ recommendations for tech, marketing and sales, and customer experience (CX) leaders.
Turn Buying Groups Into Revenue Machines
Ready to close bigger deals faster? Learn how with Forrester’s B2B Revenue Waterfall™ and master the six steps to identifying, engaging, and converting buying groups.
Blog
Every Revenue Process Transformation Will Be Unique — Just Get Started
A revenue process transformation isn’t a project or single workshop initiative. It’s an ongoing, collaborative effort that requires organizations to meet their buyers at every stage of their journey. Learn what it takes to get started.
Blog
It’s Time For A Revenue Process Transformation
Buyers are in control of the revenue process — and B2B marketing, sales, and customer success teams need to align their approaches with that reality. Discover the Forrester Opportunity Lifecycle and how it can drive durable, long-term revenue growth.
Blog
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.
Blog
First-Line Sales Managers: Promote Or Hire?
Today Forrester is publishing new research revealing that, all else being equal, B2B sales leaders achieve better revenue results when they hire first-line sales managers (FLSMs) externally, rather than promoting individual contributors (ICs). This runs counter to standard practice and tradition, but the data is clear: Externally hired managers and their teams perform better. Our advice […]
Blog
Embrace Reinvention To Drive Growth: Five Key Takeaways From Forrester’s B2B Summit North America 2024
Last month’s event set the stage for navigating the frenetic pace of change in B2B and capitalizing on growth opportunities. Read our top five takeaways.
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.
Blog
Self-Service Buying Is A Wake-Up Call For B2B Sales
Nearly two-thirds of B2B sales leaders told us that digital buying behaviors would have a significant impact on their organization in the next two years. Yet only 37% said digitizing the buyer’s journey is a top priority. It’s time to get serious about self-service.
Blog
Could It Be You? Share Your Success Story For Our B2B Summit EMEA Awards
EMEA B2B companies with success stories in cross-functional alignment or best-practice program implementations within a single function should learn more about Forrester’s B2B Summit EMEA Awards and prepare a submission.
Blog
How Quickly Should A Sales Rep Be Onboarded?
In many professions, education for a new employee’s role incorporates learning with doing. Educators must undergo a full semester of student teaching, surgeons develop by “watching, teaching, doing,” and aspiring electricians must deliver hundreds of hours as apprentices prior to licensure. Even most MLB stars spend years toiling in the minor leagues perfecting their skills. […]
Blog
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 […]
Blog
What’s Lurking In Your Sales Culture?
Toxicity lives on in some sales cultures — and where it does, it impedes growth and success. Learn what’s needed to overcome it in this B2B Summit North America session preview.
Generate Demand With Forrester
Partner with our experts to create objective, thought-leading content backed by rich market insights and cutting-edge research.
Blog
Announcing Forrester’s B2B Program Of The Year Award Winners For North America
Get ready to be inspired by these best-practice program implementations across B2B marketing, sales, and product. We reveal which eight companies will be honored at B2B Summit North America in May.
Blog
Announcing The Winners Of Forrester’s Coveted B2B Return On Integration Honors For North America
These three companies have transformed their businesses to maximize customer value and relentlessly drive internal alignment. Get a preview of the success stories they will share at B2B Summit North America in May.
Blog
Call For Entries: B2B Summit EMEA Awards
EMEA B2B companies: If you have a cross-functional alignment success story or have achieved exceptional results within a single function, we want to hear from you. Learn more about Forrester’s B2B Summit EMEA Awards.
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