Model Overview Report

Introducing The Forrester Customer-Led Sales Growth Model

Focus On Customer Value To Deliver B2B Revenue Growth

January 25th, 2024
With contributors:
Alex Schanne , Justin Ferguson , Ellen Lind

Summary

Revenue growth is good — but scalable, profitable, and sustainable revenue growth is better. B2B sales leaders must create a sales ecosystem that is built on a deep understanding of customer value and preferences, includes all routes to market, and is closely aligned with other organizational functions such as marketing, customer success, and product. This ecosystem must be supported by a foundation of technology and insights that enhance the customer experience while delivering improved efficiency and effectiveness. This report introduces the Forrester Customer-Led Sales Growth Model, which defines the essential elements of building and managing an aligned B2B sales ecosystem.

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