B2B Research

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Insights

Blog

Five Productivity Obstacles Sales Organizations Need To Overcome

Phil Harrell 19 hours ago
Improving reps' productivity is one of the top objectives of our sales leader clients. The first step to achieving this is to truly understand the key productivity obstacles today’s sales teams face.
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Blog

Building CX Influence? Choose Your Friends Carefully

Amy Bills 2 days ago
Many CX leaders rely on matrixed teams, adjacent functions, and internal alignment to drive transformation. Being an informal “influence officer” might feel like a second job, but leaders who can connect with internal allies to further the cause of customer obsession have the greatest likelihood of success.
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Blog

How Regional Marketing Can Solve The Top Five B2B Global-Local Content Collaboration Challenges

Kathleen Pierce May 6, 2021
Regional marketing can change the dynamic by understanding what global marketing needs from them and making some simple changes in the way they work and communicate.
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Blog

Welcome To The Future: Have You Heard About The 5 P’s Of Sales?

Phil Harrell May 6, 2021
Learn about the characteristics that sales organizations will need to gain and maintain a competitive edge.
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Blog

Optimizing The Outside Sales/Inside Sales Mix

Robert Munoz April 30, 2021
Inside sales and field sales activities and roles have blurred, as both sellers and buyers enabled with digital tools have confirmed the physical and virtual boundaries that separate “outside” and “inside” sellers don’t matter anymore. Inside sales reps can close big deals — often more efficiently and at a lower cost than traditional field sellers, […]
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Blog

The Four-Step B2B Formula For Achieving “Right Audience, Right Content, Right Place, Right Time”

Christine Polewarczyk April 30, 2021
Nearly two-thirds of B2B buyers say vendors give them too much content and that the material is more style than substance. Learn how to break through and make an impact.
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Blog

Why Sales Leaders Must Leverage A Systematic Approach To Earn, Retain, And Grow Customers

Phil Harrell April 29, 2021
Changing buyer preferences and remote work have forced sales organizations to rethink how and where they sell. An insights-driven, team-oriented approach is needed to succeed. Learn more at next week's B2B Summit North America.
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It Was Never About Leads: Why Adapting To Buying Groups Is A Must

Find step-by-step guidance for identifying, engaging, and winning opportunities based on how buyers actually buy.

Blog

The 100 Best Channel Podcasts Of 2021

Jay McBain April 29, 2021
With more than 2 million podcasts available how do you find the best channel podcasts? Forrester's Principal Analyst Jay McBain has you covered. Check out the list of the best 100 channel podcasts of 2021.
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Blog

Say Goodbye To The Pander-demic

Christine Brozek April 28, 2021
Here's how to create empathetic content that’s actually useful 1) Target an audience 2) Select a goal 3) Forget about your product.
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Blog

Why We Have A New Waterfall For 2021 (And Why You Should Care)

Kerry Cunningham April 27, 2021
At next week's B2B Summit North America, Forrester will debut a brand new waterfall model. Get a preview now of the value it will bring to B2B organizations.
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Blog

Forrester’s B2B Summit Is Here — And With It Comes The Future Of B2B Sales

Phil Harrell April 26, 2021
Learn what successful selling will require in our upcoming B2B Summit North America.
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Blog

The Perfect Multitouch Attribution Model Doesn’t Exist

Brett Kahnke April 26, 2021
If we can’t even build a car that can be all things to all people, why would we expect one model to be able to answer every tactic performance question? We work with clients to understand the specific intention of their marketing tactics, and then judge their performance within that custom context.
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Sales Activity Study

Identify productivity roadblocks for your sales reps and start paving the way to greater efficiency.

Blog

From Monolithic To Modular: Kicking Your Sales Content Engine Into High Gear

Kathleen Pierce April 26, 2021
To deliver relevant experiences for each buying situation, B2B organizations need modular sales content. At B2B Summit, learn how high-performing organizations use sales content solutions to achieve this.
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Blog

Reaching A Verdict On Channel Marketing’s Return

Brett Kahnke April 22, 2021
The channel organization must have a strong interlock with the marketing operations team to ensure the measurement roadmap is focused on the right areas.
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Blog

Brand Storytelling Is A Competitive Advantage

Ian Bruce April 21, 2021
Storytelling is an essential skill that inherently engages audiences and makes content distinctive and memorable. Yet, B2B marketing professionals often struggle to create compelling stories.
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Blog

Lighting Up Your Existing Tech Stack To Uncover Buyer, Customer, And Market Insights

Katie Fabiszak April 20, 2021
To support the gathering of buyer, customer, and market insights, portfolio marketers must work with their marketing operations colleagues to determine the ideal technology. In her latest blog post for Forrester, Katie Fabiszak highlights her upcoming B2B Summit North America session with Barbara Winters.
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Blog

Four Common Strategy Mistakes B2B Marketing Leaders Make

Jennifer Ross April 20, 2021
At a time when many firms are trying to regain their footing or set a new course, having a clear, comprehensive marketing strategy that supports the business’s future vision is critical. Avoid these common missteps.
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Strengthen Your Brand

The SiriusDecisions Messaging Nautilus: Corporate Brand helps you build consistent corporate messaging across the organization.

Blog

The Three Reasons Portfolio Marketers Must Enable All Buyer- And Customer-Facing Roles

Barry Vasudevan April 19, 2021
When considering portfolio marketing’s role in enablement, take a revenue enablement approach to ensure that knowledge is delivered to the various teams that require it in the way they want to receive it, and delivered when they need it.
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Blog

Four Mistakes To Avoid In Customer Advocacy Content

Lisa Gately April 16, 2021
Customer advocacy content has high demand and impact, but B2B organizations need a more intentional, aligned approach to its planning, creation, and use.
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Blog

Positioning For Fast Thinking: Priming Your Buyer To Gain Market Advantage

John Buten April 16, 2021
Why do so many new products fail? Our fast-thinking brains reject the novel in favor of the familiar. Good positioning capitalizes on fast thinking and making your offering feel familiar to buyers.
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