Chief Sales Officer
Sales leaders face myriad pressures, but at the core is a singular imperative: Have a sound strategy for delivering repeatable, scalable sales growth. Read our insights to help build and communicate sales strategy, enhance sales productivity, and deliver consistent results.
Insights
Podcast
It’s Time To Think Beyond Marketing-Sales Alignment
Is alignment between B2B marketing and sales teams overrated? The concept may be in need of a rethink, say Principal Analysts John Arnold and Rick Bradberry. This week on What It Means, they describe what more productive marketing-sales relationships might look like.
Blog
Call For Entries: Forrester 2025 B2B Summit North America Awards
Do you have a success story on transforming your company or function in the service of customers? We would love to hear from you if so. Submit your story for a chance to be honored on the B2B Summit mainstage.
Gain B2B Marketing Insights At Forrester’s Phoenix Summit!
Do more, see more, and learn more at B2B Summit North America, with new hands-on opportunities to connect with analysts, new research, and new frameworks to manage buyer chaos and align go-to-market teams.
Blog
GenAI Is A Land Of Confusion For Revenue Leaders
It’s critical that revenue leaders develop a proactive strategy for applying AI for performance impact and separate reality from vision (or hype). Learn how to get started with these three steps.
Webinar
Predictions 2025 Webinar: B2B Marketing & Sales
Join us for a live webinar on the human and tech-related challenges ahead for B2B teams. Explore our 2025 predictions for CMOs and CSOs that you’ll want to plan for now.
Blog
Predictions 2025: GenAI As A Growth Driver Will Put B2B Executives To The Test
In 2025, the true potential of generative AI as a growth driver will be tested. B2B marketing, sales, and product teams should prepare for the good, bad, and even ugly outcomes of trying to generate value from this hot technology.
Blog
The Truth About B2B Sales And Marketing Alignment
The future of sales and marketing alignment is at risk as emerging pressures force leaders to evolve their sales and marketing relationships. Learn three hard truths about marketing and sales alignment in this preview of a new report.
Blog
The Secret To High Growth: Cocreate A Customer-Obsessed Strategy
Customer-obsessed B2B companies achieve stronger revenue growth and profitability growth than their peers. So how do you achieve customer obsession? Break it down into actionable steps.
Share Your B2B Success Story In Phoenix
Have you achieved stellar B2B outcomes through cross-functional alignment or within a specific B2B function? Share your success story by Jan. 10, 2025, for the chance to join us on stage at B2B Summit North America 2025.
Podcast
How Should Business And Tech Leaders Spend In 2025?
Business and tech leaders expect (slightly) bigger budgets next year. How should they use them? On this episode of What It Means, VPs and Group Research Directors Stephanie Balaouras, Keith Johnston, and Srividya Sridharan dive into Forrester’s Budget Planning Guides’ recommendations for tech, marketing and sales, and customer experience (CX) leaders.
Blog
Every Revenue Process Transformation Will Be Unique — Just Get Started
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.
Blog
Self-Service Buying Is A Wake-Up Call For B2B Sales
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.
Blog
The Chief Sales Officer And Cultural Leader: Not A Contradiction In Terms
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 […]
Blog
Could It Be You? Share Your Success Story For Our B2B Summit EMEA Awards
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.
Blog
Focus On Customer Value To Deliver B2B Customer Growth
Last week, I presented at my 10th, and final, Forrester B2B Summit North America. I say final not because the event is ending but because I’m retiring from Forrester in June of this year. One of my sessions introduced the Forrester Customer-Led Sales Growth Model, which was a perfect way to summarize my views on […]
Blog
What’s Lurking In Your Sales Culture?
Toxicity lives on in some sales cultures — and where it does, it impedes growth and success. Learn what’s needed to overcome it in this B2B Summit North America session preview.
Blog
Announcing The Winners Of Forrester’s Coveted B2B Return On Integration Honors For North America
These three companies have transformed their businesses to maximize customer value and relentlessly drive internal alignment. Get a preview of the success stories they will share at B2B Summit North America in May.
Blog
Call For Entries: B2B Summit EMEA Awards
EMEA B2B companies: If you have a cross-functional alignment success story or have achieved exceptional results within a single function, we want to hear from you. Learn more about Forrester’s B2B Summit EMEA Awards.
Blog
“32 To 36 Courses” Is Not Revenue Enablement
Equipping sellers for better performance isn't a matter of course volume. Explore the questions that should guide learning.
Jan. 23 B2B Marketing & Sales Predictions Webinar
Join us live to explore the impact of our 2025 predictions on your B2B marketing and sales strategy. Get analyst advice on how to prepare for what’s ahead.
Blog
Are B2B Buyers Cowards?
No matter how big a game a buyer talks, less than a third of all buyers are risk-tolerant. Trust is the remedy to risk — and trusted companies are more likely to win and retain customers and enjoy a strong buyer preference.
Blog
B2B Summit North America 2024: Your Ticket To Turning Disruption Into Growth
Explore the strategies and tools needed to drive customer-obsessed growth at our premier event for B2B marketing, sales, and product teams.
Webinar
Predictions 2024 For B2B Marketing, Sales, And Product
Discover and understand the profound effect of genAI on B2B marketing, sales, and product priorities.
More posts