Forrester Decisions for B2B Sales

Today’s B2B buyers demand better experiences across the entire buying process, but many organizations struggle to keep up due to internal complexity and misalignment, inside-out thinking, and a lack of insight.

Forrester Decisions for B2B Sales partners with revenue leaders to drive scalable, sustainable growth fueled by an empowered sales and customer success organization. With a combination of bold vision, curated tools and frameworks, and hands-on guidance, you’ll fuel personalized buyer experiences that deliver consistent and predictable results.

Lead Scalable, Sustainable Growth

Set The Strategy

Build an integrated revenue and route-to-market strategy aligned to corporate objectives and optimize the organizational structure that supports it.

Activate The Salesforce

Inspire and optimize revenue teams to meet individual goals and ensure the business achieves revenue targets.

Drive Revenue Growth

Acquire new customers and expand within existing accounts by delivering an optimal buyer experience.

Key Priorities

As a B2B revenue leader, you’re under constant pressure to deliver on today’s priorities while staying one step ahead of what’s on the horizon. Forrester Decisions for B2B Sales is tailored to help you address your most pressing priorities:

  • Create revenue strategy and sales plans.
  • Build the integrated growth engine.
  • Design revenue organization structure.
  • Establish processes to acquire, retain, and grow customers.
  • Design, develop, and measure the revenue enablement function.
  • Optimize talent management and sales compensation.
  • Enhance sales asset, content, and communications effectiveness.

What’s Included In This Service

Forrester Decisions services are uniquely built to give you strategic insights for your role as a business leader in your organization and help you deliver on your functional role as the revenue production leader. Here’s what’s inside:

Stay ahead of changing customer and market dynamics, plan for the future, and set your strategy with leading research. ​

  • Customer obsession research
  • Customer insights
  • Trends and predictions
  • Market forecasts
  • Technology and service provider landscapes

Empower your team to conquer your priorities with proven strategic models and plug-and-play templates. ​

  • Metrics and peer benchmarks​ 
  • Assessments​
  • Strategic models​
  • Strategy templates​
  • Forrester Wave™ evaluations for your function
  • Certification courses

Accelerate progress and de-risk decisions with best practices tailored to you and your team​.

  • Guidance sessions​
  • Peer discussions
  • Event attendance​
  • Dedicated relationship management

Boost Sales Productivity To Drive Record Results

Hear from ArcBest’s Chief Sales and Customer Engagement Officer on how working with Forrester paved the way to a banner year.

Service Model Spotlight

The Forrester Customer-Led Sales Growth Model​

Sales leaders, and the entire revenue ecosystem, must develop the ability to measure and deliver customer value at every point in the buyer’s journey and customer lifecycle. The Customer-Led Sales Growth Model defines the essential elements of building and managing an aligned B2B sales ecosystem.

Support For Leaders And Team Members

Forrester Decisions for B2B Sales offers multiple levels of service to ensure the right expertise and degree of support for you and your team. All service levels offer access to research, tools, data, and certification courses.


VIP Leader

Leverage support from a trusted partner and former executive who understands your challenges and supports your strategic agenda every step of the way.

Availability may vary by geographic region.


Procure deep expertise across your functional discipline through expert-led guidance sessions that help you apply unique research, tools, and data to your specific needs.


Develop a common language and toolset to strengthen your team’s expertise and skill sets with access to relevant certification courses and insights.

Meet A Few Of Our B2B Sales Analysts

Looking for more time with experts? 

Get in touch with our consultants to jump-start your initiative, execute on your B2B transformational strategies, or anything in between.


Every Revenue Process Transformation Will Be Unique — Just Get Started

Amy Hawthorne 6 days ago
A revenue process transformation isn’t a project or single workshop initiative. It’s an ongoing, collaborative effort that requires organizations to meet their buyers at every stage of their journey. Learn what it takes to get started.

Self-Service Buying Is A Wake-Up Call For B2B Sales

Rick Bradberry June 3, 2024
Nearly two-thirds of B2B sales leaders told us that digital buying behaviors would have a significant impact on their organization in the next two years. Yet only 37% said digitizing the buyer’s journey is a top priority. It’s time to get serious about self-service.

The Chief Sales Officer And Cultural Leader: Not A Contradiction In Terms

Peter Ostrow May 30, 2024
My colleagues from our future-of-work research team, Katy Tynan and Angelina Gennis, recently published a wonderful report about leadership and culture. In addition to a key underlying message that great leadership mandates active cultural shaping, they crucially remind us that “Culture does not just happen. It is created, either intentionally or unintentionally, through the actions of […]

Could It Be You? Share Your Success Story For Our B2B Summit EMEA Awards

Simon Daniels May 20, 2024
EMEA B2B companies with success stories in cross-functional alignment or best-practice program implementations within a single function should learn more about Forrester’s B2B Summit EMEA Awards and prepare a submission.

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