Case Study

SessionM: Buyer-Driven Sales Process Fuels 106 Percent Growth In Bookings

August 6th, 2018

Summary

SessionM sought to design a high-performing sales organization aligned to the way its buyers wanted to buy. Improved cross-functional alignment helped the sales organization reach ideal buyer personas with an optimal mix of sales assets. By tightly aligning with sales, SessionM’s lead generation team was able to elevate its monthly pipeline contribution. In this Case Study, we describe how SessionM redefined its go-to-market strategy and sales process to accelerate its growth.

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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.