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
Webinar
The Future Of Revenue Operations
If you’re a B2B marketing leader in a high tech organization, attend our June 28 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
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.
Defy Buyer Friction With B2B Alignment
Join us for a webinar to overcome B2B buyer disruption with marketing, sales, and product teams and processes aligned on customer obsession.
Blog
Not All Alignment Is Equal: Achieve Alignment That Drives Growth
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?
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
Join us for a live webinar to learn how to thrive in today’s new B2B marketing landscape with the alignment of sales and marketing on customer obsession.
Blog
Is Your Revenue Tech Strategy Beach-Ready?
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.
Thrive In Economic Uncertainty
Get actionable advice to navigate the 2023 downturn. Explore our resources for tech, marketing, CX, sales, and product leaders.
Blog
Launch Your B2B Customer-Obsessed Growth Engine
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
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 […]
Blog
The Top Five Reasons To Attend B2B Summit North America 2023
Over 100 analyst-led sessions, detailed case studies and success stories, and unparalleled networking opportunities are just a few of the things that B2B marketing, sales, and product leaders can expect at this year’s event.
Blog
Align Around Your Customers To Power Growth In Today’s Economic Climate
Outdated, short-term growth strategies that focus on extracting value from customers will fail. To succeed, companies must build, run, and continually optimize a customer-obsessed growth engine.
Blog
Call For Entries: Forrester B2B Summit North America Awards
Nominations are now open for Forrester’s B2B North America Return On Integration Honors and Program Of The Year Awards. If you have a great revenue engine alignment story, now is your time to shine.
Blog
Sales Kickoff: Four Things The Best CSOs Do Well
To set the tone for a successful year, sales leaders should make a point of celebrating past-year wins and equipping their teams to be effective in the months ahead.
Blog
B2B Buyers And Digital Selling (Part 2): Buyer Enablement And Buying Signals
Sell something to a prospect, and you might earn a valuable commission. Help a prospect buy, and you might earn a valuable customer. This practice — helping prospects buy — is buyer enablement. And it requires a deeper understanding of purchasing preferences and the buying process itself, particularly with self-service. In this area, B2B teams […]
Blog
Four Key Investment Areas For Sales Operations Leaders In 2023
Sales operations planning will have to account for economic turbulence, but will find big opportunities in smart tech deployment.
Blog
B2B Sales Leaders: Balance Strategic And Tactical Investments In 2023
Experience from past economic slumps indicates that B2B sales leaders’ budget plans must balance essential strategic investments with “quick win” tactical investments.
Blog
The Keys To 2023 Planning? Discipline And Precision
Volatility will complicate planning for the coming year, but an intentional approach to investments and cuts will help businesses succeed.
Blog
Sales Leadership, Assemble! At Forrester’s B2B Summit EMEA In London, October 11–12
B2B organisations face a range of macroeconomic uncertainties as they head into the second half of 2022 that pose risk to growth and profitability objectives. While you may not have control over these changing conditions, you can determine your own path through them to ensure that you thrive rather than just survive. Forrester’s B2B Summit […]
Blog
The B2B Sales Leader’s Strategy Guide For Economic Downturns
Discover actions you can take now to position your organization for a fast recovery.
Blog
B2B Buyers And Digital Selling (Part 1): Self-Service, PLG, And Consumption Pricing
Digital selling insights from buyers and B2B sales executives, covering self-service purchasing, product-led growth (PLG), e-commerce, and consumption-based pricing. Will they converge or remain distinct practices shaping the buying experience?
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