Sales Methodologies: A Forrester Primer

January 1st, 2018

Summary

A sales methodology provides a consistent approach for managing opportunities and winning deals. Sales methodologies must adapt to the changes taking place in today’s B2B buying processes. They require both management and technology support for optimal adoption.

Sales methodologies tend to follow the same pattern. In a perpetual quest to improve overall sales performance, organizations engage third-party sales training companies, hoping to implement methodologies that will cure their sales woes. In this report, we define what a sales methodology is, including key elements and success factors, and provide an overview of the third-party providers that comprise the current vendor landscape.

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