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

Blog

Clairvoyance Should Not Be Required For Revenue Planning

Marcia Trask 1 day ago
Marketing, sales, and customer engagement leaders need a structured, facts-based approach to achieving revenue and growth goals. Learn what that requires.
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Blog

The Future Of Sales Compensation Is Insight-Driven

Seth Marrs March 31, 2021
Sales compensation plans have not kept up with the realities of how B2B sales are won. This will change as insights are increasingly folded into the compensation planning process.
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Predictions 2021: Marketing Leader Webinar

The decisions marketing leaders make will be critical in shaping the course of their business. Learn how to meet the moment.

Blog

Careful With That Axe, Sales Team: AI And The Future Of Forecasting

Brandon Purcell March 16, 2021
While traditional, opinion-based forecasting often misses the mark, AI holds great promise for sharpening B2B sales forecasting. Learn how at this year's B2B Summit.
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Blog

How To Monetize Open Finance: Monetize Value; Price The Use Case

Jacob Morgan March 10, 2021
Open finance is driven not by regulators but by technologies such as open APIs. This is steadily changing distribution patterns within the industry toward embedded finance — a world of connectivity, with financial services meeting the needs of customers in the moment, in cars, in virtual agents, in shopping apps, and in online marketplaces. If […]
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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

The Six Components Of Effective Sales Compensation Plans

Seth Marrs November 24, 2020
An effective sales compensation program keeps sales reps motivated and drives revenue goals. Learn about the six elements of an effective compensation program.
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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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B2B Summit North America

Join us for the year’s premier event for B2B marketing, sales, and product leaders. Get expert insights and analysis to define your vision and accelerate growth.

Blog

Get Ready For The Subscription Business

Dan Bieler November 20, 2020
Subscriptions link the value propositions of customer usage to outcomes. To achieve this business model, traditional product companies need to reinvent innovation cycles, product development approaches, sales and marketing tactics, and customer support functions. There are many obstacles to this transformation — but it’s doable. Three main observations when defining your strategy for driving subscription […]
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Blog

Predictions 2021: Grounded Sellers Fly In The Face Of Old Norms

Mary Shea October 23, 2020
COVID-19 has accelerated the digital next normal for B2B sales. What lies ahead? Read an overview of our 2021 B2B sales predictions.
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Blog

Sales Leaders: Four Ways To Set An Achievable Number For 2021

Phil Harrell September 28, 2020
Sales leaders should set themselves and their teams up for a successful 2021 by negotiating a realistic and achievable annual quota.
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Podcast

The “Next Normal” For Sales Will Be Data-Driven

What It Means September 24, 2020
As sales leaders plan for 2021, leaning into data and insights will be key to success. Vice President and Research Director Mike Pregler explains why and dives into other action items for sales leaders in this week’s episode.
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Webinar

B2B Chief Sales Officers: 2021 Planning Assumptions

Against a backdrop of continued uncertainty, B2B sales leaders must forge a clear path forward. Learn what success in the year ahead will require.
Watch Now

Inspire Your Sales Force. Produce Results.

Build and maintain a sales incentive program that both drives revenue and motivates your sales force.

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

Introducing Planning Assumptions 2021: Seizing Opportunity Amid Disruption

Monica Behncke September 17, 2020
Amid unprecedented uncertainty lies vast opportunity for B2B leaders. Monica Behncke, Vice President, SiriusDecisions Research, explains in her introduction to Forrester’s SiriusDecisions 2021 Planning Assumptions.
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Podcast

Lessons From The Pandemic For B2B Sales And Marketing Leaders

What It Means September 17, 2020
By disrupting familiar ways of working, the pandemic has forced B2B sales and marketing leaders to reprioritize and reflect. In this discussion of key priorities for European sales and marketing leaders, Vice Presidents Isabel Montesdeoca, Phil Harrell, and Meta Karagianni explain the lessons that can be learned from this period.
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Blog

Prepare Your Organization’s Path Back to Growth at Summit EMEA

Anthony McPartlin August 19, 2020
  • The Forrester SiriusDecisions Summit EMEA virtual event will be held October 6–7
  • This year’s event is an integrated and immersive virtual experience that brings together live presentations, discussion, and analyst meetups
  • We preview some of the sales-related topics that will be covered at the 2020 Summit EMEA sessions
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Blog

The Forrester SiriusDecisions Summit Asia Pacific 2020: Learning What Sales Leaders in Asia Do to Win

Phil Harrell July 30, 2020
Summit plenary sessions will include actionable insights about changing B2B buying habits and practical advice about how to create resilient sales plans to navigate turbulent times. Sales-specific track sessions will outline how to build a best-in-class outbound prospecting organization, how to select and implement a sales methodology, and how to adopt dynamic selling. technology
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Predictions 2021 Online Event

Dive deep into the dynamics that will generate obstacles and opportunities in 2021.

Blog

The Forrester SiriusDecisions Asia Pacific Summit 2020: Tackling Our New B2B Normal

Paul Dolan July 28, 2020
  • The new work-from-home norm has challenged us to create an innovative virtual APAC Summit in Singapore this September
  • For the first time at our the event, we will have a series of track sessions dedicated to the priorities of sales leadership in addition to the usual track sessions aligned to the priorities of marketing leaders
  • We have four Program of the Year winners, showcasing transformative marketing initiatives through a series of fireside chats with our SiriusDecisions analysts
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Blog

The Channel Sales Leader’s Challenge — No Planking, Ice Bucket, or Dancing Required!

Chris Cleary July 22, 2020
  • The Channel Sales Leader’s Challenge aims to promote awareness of the issues channel sales leaders face in 2020
  • Channel partners present a complicating factor — execution in indirect sales is mostly influence vs. mostly control for direct sales
  • The channel comp paradox frustrates channel sales leaders and is impossible to capture as a data point
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Blog

Use Science to Improve Sales Team Productivity and Build a “Seller-Friendly” Culture

Phil Harrell July 7, 2020
A fundamental approach to solving sales productivity challenges is to understand where reps invest their most precious asset — their time — and to address sales rep efficiency. Understanding why reps are spending time on non-productive tasks, and then freeing up that time so they can spend more time selling is a data-driven approach.
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