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

Announcing The Winners Of Forrester’s Coveted B2B Return On Integration Honors For North America

Cristina De Martini April 4, 2024
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

Your Time To Shine: B2B Summit EMEA Award Submissions Are Open

Paul Ferron April 2, 2024
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

Peter Ostrow February 16, 2024
Equipping sellers for better performance isn't a matter of course volume. Explore the questions that should guide learning.
Blog

Are B2B Buyers Cowards?

Ian Bruce January 24, 2024
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

Srividya Sridharan January 23, 2024
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. 
Blog

Predictions 2024: GenAI And Partners Help B2B Marketing, Sales, And Product Endure A Wild Ride Ahead

Laura Ramos October 25, 2023
B2B marketing, sales, and product functions in 2024 will face disruption and opportunity from generative AI, making alignment more critical than ever. Learn more about what’s coming in 2024.

Supercharge Your APAC B2B Success — And Save $200

Register by June 28 to save $200 on B2B Summit APAC in Singapore. Access growth, revenue, alignment, sales, genAI, and product strategies to boost your brand success.

Blog

Introducing The Forrester Wave™: Sales Force Automation, Q3 2023

Kate Leggett October 17, 2023
Shareholders demand profitable, responsible revenue growth. Buyers expect you to deliver value at every step of the sales process. And sellers expect to be prompted to the best actions and steps to take to achieve quota. It’s really hard to deliver on all these expectations. Buying motions are complicated. They involve more business and IT […]
Blog

Salesforce Debuts New High-End Editions For Sales And Service

Liz Herbert September 22, 2023
As Salesforce quietly debuts a new tier to customers, the advice for buyers is simple: do the math. Learn more in this post.
Blog

How B2B Marketing, Sales, And Product Can Align To Drive Growth In 2024

Srividya Sridharan August 8, 2023
Planning season is the perfect time for B2B revenue engine leaders to address common challenges, share functional insights and competencies, and build a customer-obsessed growth strategy.
Blog

How B2B Companies Will Win The Competition For Growth

John Arnold July 25, 2023
The competition for growth is fiercer than ever for B2B companies. To win, marketing, product, and sales leaders need to build a growth engine based on three fundamentals that are also simple, powerful, challenging, and achievable.
Blog

Looking Ahead To Forrester’s B2B Summit EMEA 2023

Paul Ferron July 12, 2023
Throughout the year, there is an ebb and flow to the things that I look forward to, often triggered by a certain event. For example, once my family has the winter-sport holiday behind us, I look forward to warmer weather and sunshine. The same happens to me when Forrester’s B2B Summit in North America is […]
Webinar

The Future Of Revenue Operations

If you’re a B2B marketing leader in a high tech organization, watch this on-demand webinar to hear how organizations are evolving strategic marketing operations, sales operations, and revenue operations functions to deliver on customer value and commercial impact.
Blog

A New Playbook For B2B Sales To Drive Scalable, Sustainable Growth

Mike Pregler June 4, 2023
Sales and revenue leaders need to transition to a systematic approach to growth that prioritizes processes and investments in infrastructure, technology, and insights. Our Forrester Decisions for B2B Sales service is designed to facilitate that transition.
Blog

Not All Alignment Is Equal: Achieve Alignment That Drives Growth

Dave Frankland May 31, 2023
Successful alignment is less about process and more about calibrating buyer value. Learn about the five dimensions that top organizations align on — and learn more at Forrester’s B2B Summit North America.
Blog

It’s The 53rd Earth Day, And What Has Sales Done?

Anne Slough April 21, 2023
Learn six meaningful ways that the sales organization can contribute to sustainability efforts at your organization today.
Webinar

Raising The Bar For Marketing And Sales Alignment

Learn how to thrive in today’s new B2B marketing landscape with the alignment of sales and marketing on customer obsession.

Adapt To EMEA B2B Buyer Change — And Save £200

Register by July 19 to save £200 on B2B Summit EMEA in London. Discover how to adapt your marketing, sales, and product strategies for complex buyer scenarios, longer sales cycles, genAI, and more.

Blog

Is Your Revenue Tech Strategy Beach-Ready?

Anthony McPartlin March 17, 2023
Despite heavy investment in tech, many B2B organizations struggle to show related business impact due to implementation, integration, and adoption issues. It’s time for revenue technology management to be elevated as a strategic capability to drive sustainable business value from tech.
Blog

Launch Your B2B Customer-Obsessed Growth Engine

Srividya Sridharan March 7, 2023
Short-term strategies aimed at extracting value from your customers will fail. Learn why you need — and how to build — a growth engine that drives value for your customers and your company.
Blog

Leverage Data In Your Sales Strategy To Win 2023

Alex Schanne February 23, 2023
Attention, sales leaders! In case you missed it, to win in 2023, your reps must leverage digital selling tactics and listen to buyer signals. Today’s buyer is empowered and increasingly reliant on self-discovery through digital experiences. Sales leaders need to adapt fast to win, retain, and grow revenue in this increasingly turbulent market, but the […]
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