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
Rick Bradberry, Principal Analyst
Rick Bradberry Principal Analyst
With contributors:
Mike Pregler , Nancy Maluso , Mallory Icenhower , Kate Pierpont

Summary

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.

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