Chief Sales Officer

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.

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.

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 […]

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.

An effective sales compensation program keeps sales reps motivated and drives revenue goals. Learn about the six elements of an effective compensation program.

Looking ahead to 2021, sales leaders mush shift from adapting to the “new normal” to proactively planning for the recovery and their “next normal.”

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 […]

COVID-19 has accelerated the digital next normal for B2B sales. What lies ahead? Read an overview of our 2021 B2B sales predictions.

Sales leaders should set themselves and their teams up for a successful 2021 by negotiating a realistic and achievable annual quota.

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.

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

Looking ahead to 2021, sales leaders mush shift from adapting to the “new normal” to proactively planning for the recovery and their “next normal.”

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.

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.

• 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

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

• 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

• 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

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.