Vision Report

Talent Alone Is No Longer Enough: The Insights-Driven Sales System

May 18th, 2021

Summary

Digital buying, remote work, and new customer preferences for subscription offerings that deliver immediate time to value have permanently altered how B2B buyers evaluate and purchase products. To succeed, sales leaders must throw out the old playbook that relies on a small set of superstar reps to achieve quota and adopt a systematic approach that prioritizes processes and investments in infrastructure and insights to enable a broad set of customer-facing reps to earn, retain, and grow customers. In this report, we’ll discuss how an insight-driven sales system will deliver the new customer experience that buyers expect and enable the predictable and scalable revenue growth that stakeholders want.

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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.