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
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.
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.
Blog
B2B Summit North America 2024: Your Ticket To Turning Disruption Into Growth
Explore the strategies and tools needed to drive customer-obsessed growth at our premier event for B2B marketing, sales, and product teams.
Supercharge Your APAC B2B Success — And Save $200
Register by June 28 to save $200 on B2B Summit APAC in Singapore. Access growth, revenue, alignment, sales, genAI, and product strategies to boost your brand success.
Blog
Call For Entries: Forrester B2B Summit North America Awards
Have a great B2B success story to share? Nominate it for a B2B Return On Integration Honor or Program Of The Year Award! Winners will take the stage at Forrester’s B2B Summit North America.
Podcast
Predictions 2024: For B2B Teams, GenAI Will Yield Mixed Results
Generative AI will make B2B sales, marketing, and product teams more prolific in 2024 — but not always in ways that are desirable. VP and Principal Analyst Laura Ramos and Principal Analyst David Parry discuss this and other 2024 predictions for B2B teams on this week’s episode of What It Means.
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What I Learned About Sales Technology In 2023
The past year was an exciting one for the sales technology market. Here are some of the highlights, along with a look ahead to 2024.
Blog
Shift From Manual To Automated Account Planning To Deliver Results
I’ve been involved with account planning programs for over 30 years — first as a sales rep, then as a sales manager, then as a sales operations leader, and, finally, as an analyst and advisor. And in all that time, resistance by sellers to the process of creating and leveraging account plans remains high. Why? […]
Blog
Introducing The Forrester Wave™: Sales Force Automation, Q3 2023
Shareholders demand profitable, responsible revenue growth. Buyers expect you to deliver value at every step of the sales process. And sellers expect to be prompted to the best actions and steps to take to achieve quota. It’s really hard to deliver on all these expectations. Buying motions are complicated. They involve more business and IT […]
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Your Company Just Announced Sales Layoffs. What Should Revenue Enablement Do About It?
Read five suggestions to simultaneously come to the aid of your internal customers and to up your enablement game for the long term.
Blog
Improv And Playbooks: Navigating The Unscripted World Of Modern Selling
I’m from Chicago, which is known for many things, particularly its rich history with improvisational theater. Improv is a form of theater performed unscripted and created spontaneously by the players on stage, often through an audience suggestion. As a theatergoer, I am amazed at how much knowledge the actors must have to create something from […]
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Apollo And Mediafly Funding Signals Renewed Interest In Sales Tech
This blog covers the impact that Mediafly and Apollo’s recent funding will have on the two firms, the sales technology market, and buyers of sales technology.
Blog
How B2B Companies Will Win The Competition For Growth
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.
Blog
A New Playbook For B2B Sales To Drive Scalable, Sustainable Growth
Sales and revenue leaders need to transition to a systematic approach to growth that prioritizes processes and investments in infrastructure, technology, and insights. Our Forrester Decisions for B2B Sales service is designed to facilitate that transition.
Adapt To EMEA B2B Buyer Change — And Save £200
Register by July 19 to save £200 on B2B Summit EMEA in London. Discover how to adapt your marketing, sales, and product strategies for complex buyer scenarios, longer sales cycles, genAI, and more.
Blog
Not All Alignment Is Equal: Achieve Alignment That Drives Growth
Successful alignment is less about process and more about calibrating buyer value. Learn about the five dimensions that top organizations align on — and learn more at Forrester’s B2B Summit North America.
Blog
It’s The 53rd Earth Day, And What Has Sales Done?
Learn six meaningful ways that the sales organization can contribute to sustainability efforts at your organization today.
Blog
The Emerging Role Of The Field Sales Coach: A Success Story
Who doesn’t love a success story? Every year at Forrester’s B2B Summit North America, our sales research team presents new and exciting research, topped off with a captivating B2B Program Of The Year Award presented in a fireside chat with a Forrester analyst. For 2023, our B2B Program Of The Year Award session will include […]
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