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

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 […]

Alignment is Key to a Great Annual Marketing Plan

The concept behind an annual marketing plan may be simple but building a plan that your organisation can get behind is not so easy. Join this free webinar to learn more.

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 […]
Video

Are You An Effective Change Catalyst?

Meta Karagianni April 5, 2022

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.

Throw Out That Old Sales Playbook

Stop relying on a small group of superstar reps to achieve quota. Download this free guide to learn more about the insights driven sales system.

Blog

Two Seismic Shifts Disrupting B2B Sales And Marketing

Rick Bradberry March 11, 2022
Each year, our planet has thousands of earthquakes. Most of them are small events, but a few powerful ones change the landscape. It’s hard to know if a tremor will turn into a major earthquake. B2B sales trends are like that, too. So let’s talk about two seismic shifts disrupting sales and marketing. Shift Number […]
Blog

B2B Sellers Must Reevaluate How They Build Trust With Buyers

Ian Bruce March 10, 2022
New Forrester research illustrates how complex B2B buyers' decision-making processes are and the value of building trust with buyers.
Video

Awesome Sales Enablement Customer Quotes: The Sequel

Peter Ostrow March 6, 2022

Blog

Recycle Opportunities To Make The Most Of Your B2B Investments

Vicki Brown March 3, 2022
When you’re tracking B2B opportunities, some will inevitably take a detour. Learn how to manage those opportunities to successfully reengage these potential deals.
Blog

Why Don’t Sales Leaders Care More About Seller Insights?

Seth Marrs March 1, 2022
Advanced analytics are changing sports as teams collect data that provides insights about the opposing team, its players, and in-game opportunities. These insights only work, however, if the players take advantage of them during the game — in the moment. The three-point shot in the NBA is a great example. Obviously, scoring three points is […]

How To Build An Annual Marketing Plan

Improve your approach to planning for 2022 with practical guidance that will help you deliver a plan everyone can understand, align with, and implement successfully.

Podcast

The Future Of Sales And The Differences Between Enterprise and High-Velocity SMB Sales

Ask A Sales Leader March 1, 2022
The future of sales is here. Sales leaders must adapt to the changes it’s bringing because they’re only widening the gaps between enterprise and high-velocity SMB selling. Listen to the latest episode of Ask A Sales Leader to hear Phil interview Bill Kiriakis, chief revenue officer of Adjust, who shares insights on the differences between enterprise selling and high-velocity SMB selling.
Blog

Insights Are The Key To Unlocking New Levels Of Sales Productivity

Phil Harrell February 25, 2022
A systematic approach to selling that relies on insights — rather than individual heroics — can help increase sales productivity and ensure all reps achieve quota.
Blog

Three Keys To Effective Coaching To Increase Sales Productivity

Phil Harrell February 18, 2022
Sales leaders should hold their sales managers accountable for providing consistent coaching to reps because it has a significant impact on sales productivity and performance. Sixty-five percent of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more of their time coaching. Today, CEOs and investors prioritize scalable […]
Podcast

How B2B Sellers Can Succeed With Today’s B2B Buyers

Ask A Sales Leader February 15, 2022
Today’s B2B buyers behave very differently from the B2B buyers of just a few years ago. Liam Halpin, vice president sales, EMEA and LATAM sales solutions at LinkedIn, joins Ask A Sales Leader to describe the recent evolution of the B2B buying process and the competencies today’s sellers need to succeed.
Blog

Increase Sales Productivity With Effective New-Hire Onboarding

Phil Harrell February 9, 2022
Onboard New Reps Fast To Avoid Missing Out On Revenue Onboarding new reps quickly is key to achieving annual revenue and quota goals. To do this, sales executives should develop a best-in-class onboarding program by utilizing three core principles: Establish what the sales organization will do to help reps gain competencies. Outline what new hires can […]
Blog

Attention, Sales Leaders: Treat Potential Hires Like Potential Buyers To Quickly Fill Recs With Qualified Candidates

Phil Harrell February 3, 2022
The competition for hiring great sales reps has never been fiercer. To ensure they hire the best candidates, sales leaders must treat candidates like buyers. Find out how in this blog post.
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 Ways To Leverage Your Entire TEI Study (For The Vendor Sales Leader)

Veronica Iles January 21, 2022
Since the TEI study reflects the real, measurable impact of a technology investment, we do not quantify (for the ROI calculation) any benefits that the customers themselves have not measured. Nevertheless, it’s important to consider the abstract, and that’s why we have the Unquantified Benefits section.
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