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

Sales Leadership, Assemble! At Forrester’s B2B Summit EMEA In London, October 11–12

Anthony McPartlin July 21, 2022
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

Nancy Maluso July 12, 2022
Discover actions you can take now to position your organization for a fast recovery.

B2B Summit EMEA 2022

Gain the insights you need to fuel the revenue engine and drive growth. Discover tools and frameworks to fast-track your success. Join us in London or virtually October 11–12.

Blog

B2B Buyers And Digital Selling (Part 1): Self-Service, PLG, And Consumption Pricing

Rick Bradberry June 24, 2022
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?
Blog

Actionable Insights And Metrics That Unlock Channel Sales Growth

Stephanie Sissler June 22, 2022
Importance Of Channel Sales Metrics Today, actionable insights are the backbone of channel sales organizations. Collecting the right data and transforming it into actionable insights enables channel sales leaders to spot risks, find opportunities for growth, and make smarter decisions. In other words, tracking the right metrics could mean the difference between hitting your channel […]
Blog

Is The Sales Tech Party Over?

Anthony McPartlin June 20, 2022
As the pandemic ramped up demand for tech to support new modes of interaction, billions of dollars of investment poured into sales tech startups. Now, a combination of macroeconomic and political factors is having a cooling effect.
Blog

B2B Companies Take Action — To A Point — In Response To The War In Ukraine

Ian Bruce June 2, 2022
A recent survey of B2B organizations shed light on what they have been willing to do in response to the war and what has driven those decisions.
Video

Are You An Effective Change Catalyst?

Meta Karagianni April 5, 2022

Alignment is Key to a Great Annual Marketing Plan

The concept behind an annual marketing plan may be simple but building a plan that your organisation can get behind is not so easy. Join this free webinar to learn more.

Podcast

Setting Priorities And Maximizing Impact: A Sit-Down With Forrester’s CSO

Ask A Sales Leader March 29, 2022
Sales leaders are sprinting to adapt as the world of B2B sales rapidly evolves; if a sales leader does not pace out change, however, they will fail to drive long-term impact. Listen to this week’s episode of Ask A Sales Leader as Phil sits down with Kelley Hippler, chief sales officer at Forrester, who shares advice on how B2B sales leaders can set priorities to maximize top- and bottom-line business impact.
Blog

Can You Handle The Truth? Why Popular Myths Are Holding B2B Sales Back

Phil Harrell March 22, 2022
It's time to relinquish outdated beliefs and embrace data and insights.
Podcast

How A Sales Leader At An Early-Stage Company Positioned Their Organization For Success

Ask A Sales Leader March 15, 2022
Sales leaders at early-stage companies need to know what they’re getting themselves into, as they face unique challenges to growing business, such as the need to build stronger relationships without a foundational reputation. Listen to this week’s episode of Ask A Sales Leader as Phil interviews Aaron Bollinger, chief revenue officer (CRO) of Kronologic, who shares best practices for sales leaders at early-stage companies and offers his outlook on the future of B2B sales.
Blog

Two Seismic Shifts Disrupting B2B Sales And Marketing

Rick Bradberry March 11, 2022
Each year, our planet has thousands of earthquakes. Most of them are small events, but a few powerful ones change the landscape. It’s hard to know if a tremor will turn into a major earthquake. B2B sales trends are like that, too. So let’s talk about two seismic shifts disrupting sales and marketing. Shift Number […]
Blog

B2B Sellers Must Reevaluate How They Build Trust With Buyers

Ian Bruce March 10, 2022
New Forrester research illustrates how complex B2B buyers' decision-making processes are and the value of building trust with buyers.

Throw Out That Old Sales Playbook

Stop relying on a small group of superstar reps to achieve quota. Download this free guide to learn more about the insights driven sales system.

Video

Unlocking The Power Of Purpose For B2B Leadership

Nancy Maluso March 9, 2022

Podcast

The Future Of Sales And The Differences Between Enterprise and High-Velocity SMB Sales

Ask A Sales Leader March 1, 2022
The future of sales is here. Sales leaders must adapt to the changes it’s bringing because they’re only widening the gaps between enterprise and high-velocity SMB selling. Listen to the latest episode of Ask A Sales Leader to hear Phil interview Bill Kiriakis, chief revenue officer of Adjust, who shares insights on the differences between enterprise selling and high-velocity SMB selling.
Blog

Insights Are The Key To Unlocking New Levels Of Sales Productivity

Phil Harrell February 25, 2022
A systematic approach to selling that relies on insights — rather than individual heroics — can help increase sales productivity and ensure all reps achieve quota.
Podcast

How B2B Sellers Can Succeed With Today’s B2B Buyers

Ask A Sales Leader February 15, 2022
Today’s B2B buyers behave very differently from the B2B buyers of just a few years ago. Liam Halpin, vice president sales, EMEA and LATAM sales solutions at LinkedIn, joins Ask A Sales Leader to describe the recent evolution of the B2B buying process and the competencies today’s sellers need to succeed.
Podcast

How To Successfully Pivot When COVID-19 Upends Your Business

Ask A Sales Leader February 1, 2022
How can you change course successfully when COVID-19 takes away your largest source of leads? Find out as Brendan Walsh, chief revenue officer at Origina, a third-party support company for IBM customers, shares his experiences of refocusing his sales organization during the pandemic.

How To Build An Annual Marketing Plan

Improve your approach to planning for 2022 with practical guidance that will help you deliver a plan everyone can understand, align with, and implement successfully.

Blog

Four Ways To Leverage Your Entire TEI Study (For The Vendor Sales Leader)

Veronica Iles January 21, 2022
Since the TEI study reflects the real, measurable impact of a technology investment, we do not quantify (for the ROI calculation) any benefits that the customers themselves have not measured. Nevertheless, it’s important to consider the abstract, and that’s why we have the Unquantified Benefits section.
Podcast

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

Ask A Sales Leader January 18, 2022
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 January 13, 2022
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.
More posts