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

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Disruptive Innovation Is Shaking Up The Sales Performance Management Technology Category

Seth Marrs 6 days ago
Until recently, cost and implementation complexity limited SPM solutions to mostly large companies with complex use cases. Our Forrester Wave™ evaluation covering SPM shows that new entrants are providing solutions using modern technology that disrupt the status quo and generate value beyond the most complex use cases.
Blog

How B2B Companies Will Win The Competition For Growth

John Arnold March 14, 2023
The competition for growth is fiercer than ever for B2B companies. To win, marketing, product, and sales leaders need to build a growth engine based on three fundamentals that are also simple, powerful, challenging, and achievable.

Thrive In Economic Uncertainty

Get actionable advice to navigate the 2023 downturn. Explore our resources for tech, marketing, CX, sales, and product leaders.

Blog

Why Aren’t There More Enablement Help Desks?

Peter Ostrow March 6, 2023
What does a help desk, or similar functionality, look like for enablement teams?
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Leverage Data In Your Sales Strategy To Win 2023

Alex Schanne February 23, 2023
Attention, sales leaders! In case you missed it, to win in 2023, your reps must leverage digital selling tactics and listen to buyer signals. Today’s buyer is empowered and increasingly reliant on self-discovery through digital experiences. Sales leaders need to adapt fast to win, retain, and grow revenue in this increasingly turbulent market, but the […]
Blog

Time To Track Sellers Like Athletes

Seth Marrs January 16, 2023
Many companies adore their top-performing sellers and treat them like elite athletes. They literally have days of celebrations to reward their success. In the sales world, we call these President’s Club trips. While this reverence has merit, it has also created a double standard that limits company performance. Reverence for top sellers often leads to […]
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Sales Kickoff: Four Things The Best CSOs Do Well

Rick Bradberry December 23, 2022
To set the tone for a successful year, sales leaders should make a point of celebrating past-year wins and equipping their teams to be effective in the months ahead.
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A Sales Performance End-Of-Year Review — Forrester’s SPM Landscape Can Help

Robert Muñoz December 22, 2022
Congratulations on making it through another turbulent year! As we toast our glasses to hopes of new opportunities and growth in 2023, it’s important to take some time to review what we’ve learned through the year and adapt to changes that are unfolding into the new year. This was an important year of discovery as […]

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

What’s Next For Sales Intelligence Solutions?

Anne Slough December 20, 2022
(Part two of a two-part series) Sales intelligence, in concept and in practice, has experienced a significant evolution (see part one of this blog series). Today’s sales intelligence providers give insight into buyer behaviors and provide data to salespeople. This helps sales professionals identify, analyze, present, and utilize data to increase win rates for acquisition, […]
Blog

The Future Of Account-Based Selling Technology

Steve Silver December 19, 2022
When properly selected and implemented, account-based selling solutions deepen teams’ understanding of key accounts. Sellers can then focus on winnable deals, increase average deal value, and maximize customer lifetime value.
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The State Of B2B Sales Intelligence Vendors: What Is It, And Why Should You Care?

Steve Silver December 14, 2022
(Part one of a two-part series) In the recently published Forrester Landscape report, we define B2B sales intelligence as: Solutions that offer data, insights, and data management services to optimize sales efficiency and effectiveness. Companies use sales intelligence vendors to augment and enhance sales data about markets, accounts, prospects, buying groups, and contacts. Insights delivered […]
Blog

Account-Based Selling Technologies: What You Need To Know

Anne Slough December 14, 2022
(Part one of a two-part series) Effective and actionable key/strategic account plans are an elusive quest for many sales organizations. Throughout my 30-year sales career, I’ve pursued this quest as both a rep and a sales leader. Still, it remains one of the more challenging sales issues I’ve faced. The good news is that help […]
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Does My RO&I Or Sales Engagement Platform Need To Be Native To Salesforce?

Seth Marrs November 30, 2022
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 […]

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.

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Predictions 2023: Winning B2B Organizations Refocus Around The Customer

Ross Graber October 26, 2022

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 […]
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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 […]
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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.
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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.

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

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 […]
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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.
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