Best Practice Report

Making Sales Prospecting More Productive

January 1st, 2018


Today’s B2B sales professionals are finding that once-reliable tactics now consume too much time and produce too few results, so leaders are rethinking how their reps will fill the top of the sales pipeline. In this report, we examine the problems with prospecting, show how to apply structured processes to it, and highlight new tools that can help drive incremental results.

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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.