Best Practice Report

Getting Started With The Insights-Driven Sales System

The B2B Sales Executive’s Guide To Achieving Scalable Growth And Transformation

July 28th, 2022
With contributors:
Mike Pregler , Nancy Maluso , Mallory Icenhower , Kate Pierpont


B2B revenue and sales leaders are shifting from traditional sales methods to newer, systematic selling techniques. Now faced with assertive buying groups who value self-service, sales leaders are upskilling their teams, defining new processes, and implementing technology to drive scalable growth. These actions produce greater insights and allow leaders to increase sales while transforming their organizations. Many executives, however, are challenged by where to start. This report is a sales leader’s guide to implementing the Forrester Insights-Driven Sales System Model; it also includes the Sales Leadership Project Framework, prioritization guidance, and examples of high-value projects.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.