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.

Discover how Forrester supports sales leaders.

Insights

Podcast

Direct Vs. Indirect Selling Experiences And How To Succeed As A CRO

Ask A Sales Leader 1 day ago
What does it take to be a successful chief revenue officer (CRO)? And how do experiences in indirect selling help? Chris Doggett, CRO at Acquia, an open source company that provides a digital experience platform, joins Ask A Sales Leader to dive into his experiences in indirect selling and how that has helped him succeed in his current role.
Podcast

How To Make Sense Of, And Get The Most From, Sales Technology

Ask A Sales Leader 6 days ago
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.

B2B Summit North America 2022

Gain the insights you need to move forward with clarity. Discover tools and frameworks to fast-track your growth. Join us in Austin and digitally May 2–4.

Podcast

How To Make Sense Of, And Get The Most From, Sales Technology

What It Means 6 days ago
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.
Blog

Five Areas B2B Sales Leaders Are Prioritizing In 2022: Straight From The Source

Rick Bradberry December 28, 2021
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.
Blog

How Sales Leaders Can Generate More Pipeline

Phil Harrell December 21, 2021
“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 […]
Blog

2021 In Review: A Recap Of The Shifts That Every Sales Leader Should Know About

Phil Harrell December 10, 2021
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.
Blog

Sales Enablement And The Great Resignation — Three Things You Need To Do NOW

Eric Zines November 11, 2021
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 […]

Ask A Sales Leader:
A Forrester Podcast

Hear what it takes to achieve and sustain success from top B2B sales leaders.

Blog

The Sales Talent Divide And Three Things Sales Leaders Can Do

Nancy Maluso November 9, 2021
A recent global survey sheds light on actions sales leaders can take to attract and retain top talent.
Podcast

B2B Buying Has Changed. How Should Marketers Respond?

What It Means November 4, 2021
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.
Blog

Prepare Now For Successful 2022 Channel Sales Planning

Stephanie Sissler October 21, 2021
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.
Blog

Revenue Operations And Intelligence (RO&I) Is Now Core To A Go-To-Market Tech Stack

Anthony McPartlin October 20, 2021
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.
Blog

Three Outcomes Sales Leaders Should Expect From Marketing In 2022

Nancy Maluso October 13, 2021
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.

Planning Assumptions 2022

Discover the trends that will define B2B leaders' priorities in 2022 and learn what it will take to capitalize on them. Explore our guides, blog posts, podcasts, and more.

Podcast

Transformation, Not Adaptation, Will Be Key For B2B Sales Leaders In 2022

What It Means October 7, 2021
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.
Webinar

Priorities & Planning 2022: EMEA B2B Sales Leaders

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. 
Blog

In 2022, Insights-Driven Sales Organizations Will Win

Mike Pregler October 6, 2021
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.
Webinar

North America Planning Assumptions 2022: B2B Sales

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.
Blog

Want To Set An Achievable Number For 2022? Don’t Skimp On Annual Sales Planning

Phil Harrell September 23, 2021
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.

Accelerate Into Selling's New Era

Discover the trends that will define B2B sales in 2022, and get actionable advice to come out ahead. Explore our Planning Assumptions guide for sales executives and sales operations leaders.

Podcast

What It Takes To Build A Channel Program That Scales Revenue

Ask A Sales Leader September 15, 2021
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.
Podcast

The Keys To Motivating Your Sales Reps

Ask A Sales Leader September 1, 2021
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.
Webinar

The Future Of Sales Compensation Is Insight-Driven

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