Mike Pregler

VP, Research Director

Forrester Bio

Author Insights

Blog

What 2020 Taught B2B Sales Leaders And Teams

Mike Pregler December 14, 2020
In a year when bright spots were hard to come by, several valuable, hard-won lessons emerged for sales organizations that will serve them well in the years to come.
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Blog

Ist Ihr Vertrieb bereit, um jetzt das Beste aus sich herauszuholen?

Mike Pregler November 24, 2020
Looking ahead to 2021, sales leaders mush shift from adapting to the “new normal” to proactively planning for the recovery and their “next normal.”
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Blog

Is Your Sales Organization Ready To Emerge Its Fittest Self?

Mike Pregler September 18, 2020
Looking ahead to 2021, sales leaders mush shift from adapting to the “new normal” to proactively planning for the recovery and their “next normal.”
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Blog

Lighten the Load on Your Sales Organization to Move Faster!

Mike Pregler February 10, 2020
  • Many emerging-growth organizations are using inside sales as a fast and agile way to accelerate revenue growth
  • Mature organizations are using inside sales as a cost-efficient way to continue and expand revenue growth
  • A sales leader should follow five essential steps to stand up the inside sales function
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Blog

Sales Investment Strategy: The Constant Balancing Act for CSOs

Mike Pregler December 30, 2019
  • Digital transformation compels sales leaders to benchmark the structure and efficiency of their organizations
  • Cost-efficient revenue growth requires continual optimization of organizational investment across all sales roles
  • As organizations grow and mature, sales leaders increase their percentage of inside and indirect channel reps relative to their percentage of direct field reps
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