Chief Sales Officer

How can sales technology help your sales organization improve productivity and results? And with so many options available, what technology should you purchase to assist your sellers? On this special episode of Ask A Sales Leader, host Phil Harrell takes questions from his Forrester colleagues on the ways sales technologies can benefit sales organizations and how sales leaders should navigate the convoluted landscape of sales tech solutions.

Today’s sales technology can improve nearly every aspect of selling — if it’s chosen wisely. This week, VP and Senior Research Director Phil Harrell discusses how B2B sales leaders should evaluate tech tools to make the right choices for their organization. He also introduces Forrester’s new Ask A Sales Leader podcast, which will feature interviews with sales executives on a wide range of sales topics.

What our clients ask us about is often indicative of emerging trends. Here are some of the top questions we heard over the last quarter, along with the answers.

“My sales team has too many opportunities and too much pipeline,” said no sales leader ever. Recent changes in B2B buying habits offer sales and marketing leaders a unique opportunity to adopt a new approach to building pipeline that will support reps’ quota attainment efforts. Sales Leaders Don’t Care About Leads — They Care About […]

For sales organizations, the past year brought significant change — and accelerated changes already in motion. Here, we recap some of those shifts and help sales leaders put them in perspective.

Between April and August of 2021, the US Bureau of Labor Statistics reported an alarming trend for businesses: The number of resignations, or the “quits rate” as they call it, began to climb to record monthly highs. In August, 2.9% of the labor force resigned, which is up from a “normal” run rate of around […]

A recent global survey sheds light on actions sales leaders can take to attract and retain top talent.

The B2B buying process has changed dramatically in recent years, and particularly during the pandemic. Are the changes permanent, and what should marketers do to adapt? VP and Principal Analyst Beth Caplow and Principal Analyst Barbara Winters provide insight on What It Means.

Management and growth of the channel is too important to be left to chance. Here are the five actions to take in Q4 to ensure you and your organization are ready to begin building your 2022 channel sales plan.

If there is one go-to-market tech category that generates significant confusion amongst buyers and even providers, it's revenue operations and intelligence (RO&I). Fortunately our first New Tech report on the category has just dropped with the explicit goal of removing the ambiguity around this category. Here its author Anthony McPartlin, provides some highlights.

To achieve the results they want in the coming year, sales executives should ensure that alignment and integration with their marketing counterparts are front and center.

To succeed in 2022 and beyond, B2B sales leaders need to transform and embrace the new digital normal. Vice Presidents Mike Pregler and Stephanie Sissler explain what that requires in this discussion of Forrester’s 2022 Planning Assumptions for sales executives.

Even in the best of times, planning for a new fiscal year can be daunting. Let us help you with that. Register for our complimentary webinar for B2B Sales Leaders. 

B2B sales leaders need to move away from conventional, comfortable approaches and embrace the realities of today's digital-first buying climate. Learn what the shift requires.

Sales is at a crossroads. It’s time to embrace the adaptations you made in the last two years and align your selling approach to the way people buy now. Learn how.

When sales leaders and the sales org are laser-focused on hitting their year-end numbers, it can be hard to give proper mindshare to annual planning. Yet a thorough planning process is critical to success.

How can sales leaders implement and manage a successful channel program? Matt Harrell, global head of channels and alliances at Cloudflare, a web infrastructure and website security company, offers his perspectives on this episode of Ask A Sales Leader.

What does it take to motivate sales reps to become successful? Find out as Troy Kanter, CEO of sales talent analytics company AuctusIQ, shares his insights and experiences on this episode of Ask A Sales Leader.

Find out why and how you can start adapting your sales compensation program to align with the reality of selling today.