Sales Technology and Services

In a hypercompetitive sales climate, sales technology choices are critical. These choices must be driven by sales strategy and business needs — not what’s superficially appealing. Read our insights on streamlining sales processes, supporting sales productivity, and advancing sales goals through technology.

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Insights

Blog

Welcome To The Future: Have You Heard About The 5 P’s Of Sales?

Phil Harrell May 6, 2021
Learn about the characteristics that sales organizations will need to gain and maintain a competitive edge.
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Blog

Why The Tech-Enhanced Sales Rep Will Be Your Differentiator

Anne Slough April 6, 2021
Learn how dynamic guided selling gives sales teams a competitive edge — and join us at this year's B2B Summit to go deeper.
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Predictions 2021 Hub

Explore our blog posts, videos, guides, and other resources to understand the dynamics that will shape 2021.

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

Sales Tech Convergence And Confusion

Anthony McPartlin February 18, 2021
How do sales leaders, sales operations, and sales enablement practitioners navigate their way through an increasingly crowded technology space?
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Blog

New To You Doesn’t Mean New: How Sales Tech Providers Have Reinvented Their Solutions

Anne Slough February 9, 2021
The intertwinement of revenue intelligence, revenue operations, and sales engagement platforms has become a powerful potion. These technologies have been repurposed, retooled, reinvented, and repositioned to equip sales operations for transition from a cost center to a profit center.
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Blog

The Race Is On: Allego Acquires Refract As Sales Tech Consolidation Accelerates

Mary Shea December 10, 2020
As the reality of a current and future world where B2B buying and selling largely takes place in remote and digital formats sets in, sellers must evolve their skill sets, sales leaders must reimagine their go-to-market strategies, and sales enablement providers must increase the value they deliver to their customers. The pace of COVID-induced trends […]
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Blog

Key Takeaways From The Forrester Wave™: Sales Content Solutions, Q3 2020

Laura Ramos September 15, 2020
In Forrester’s recently published report, “The Forrester Wave™: Sales Content Solutions, Q3 2020,” we evaluated the nine most significant ones — Accent Technologies, Bigtincan, ClearSlide (a division of Corel), Highspot, Mediafly, MindMatrix, Pitcher, Seismic, and Showpad — against 40 criteria. After researching, analyzing, and scoring each vendor’s current offering, strategy, and market presence, we identified […]
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Blog

The Best of Both Worlds: Sales Reps Can Finally Get Value From Their Customer Interactions Without Needing to Log Them

Seth Marrs September 2, 2020
  • Sales activity analysis identifies insights that enhance the quality of buyer interactions
  • Automating activity capture reduces sales administrative time while increasing insights
  • Better insights help sales reps shift behavior from doing the same thing to doing the most meaningful thing
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Blog

Cadence Optimization Is a Sales Rep Prospecting Superpower

Seth Marrs August 4, 2020
Follow three steps to improve the effectiveness of your prospecting teams, and leverage AI to enhance your sales reps' ability to connect with buyers.
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Blog

Sales Reps as Psychics: Buyers Want You to Know Their Expectations, Even if They Haven’t Told You What They Are

Seth Marrs July 14, 2020
  • Use digital interactions to educate sales reps about buyer needs
  • Three specific opportunities allow reps to take advantage of digital interactions to close more sales
  • Analyzing digital interactions is an underutilized tool that helps reps to anticipate buyers’ needs
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Blog

Are You Managing Your Sales Data or Is It Managing You?

Seth Marrs July 2, 2020
  • Dynamic guided selling requires clean, real-time data to deliver the desired results
  • Three data management shifts will help organizations use AI effectively to improve performance
  • Eliminate data cleansing as a daily task to maximize analytics capabilities
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Blog

What If the World Depended on the Accuracy of Your Org’s Data?

Seth Marrs April 22, 2020
  • Data accuracy is critical today but still a struggle for even the most important tasks and analysis
  • To maximize its effectiveness, AI requires accurate, real-time data
  • The right data structure will enable the focus to shift from today to the future
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Blog

AI Can Get You a Date, But Can It Keep Your Buyers From Swiping Left?

Seth Marrs March 3, 2020
  • AI is taking on tasks many believed only humans could perform
  • As AI develops and matures, B2B buyers will start to transition more of their decisionmaking to AI tools
  • For B2B organization to stay relevant, they must properly implement AI tools to better support their buyers
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Blog

Supercharging Sales with Dynamic Guided Selling

Seth Marrs February 3, 2020
  • Dynamic guided selling is a concept that is poised to become a reality in B2B sales organizations
  • Integrating sales tools to build an iterative process enables sales teams to win more
  • E-commerce guided selling, configure, price and quote (CPQ) systems, customer relationship management (CRM) and AI are the foundation for every customer interaction
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Blog

The Golden Spike: Integration of Quote-to-Cash Platforms

Forrester November 12, 2019
  • At the 2019 SiriusDecisions Technology Exchange (TechX), we will reveal how organizations are combining quote-to-cash (Q2C) sales and market data with AI to provide next-best product offers and pricing insights
  • TechX attendees will be able to gain insight through real-world examples of how an integrated Q2C solution increases revenue and maximizes profits
  • TechX attendees can learn about best practices for selecting and assessing the impact of an integrated Q2C
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Blog

Technology and Sales Productivity, Part Three: Sales Management

Jacques Begin October 8, 2019
  • Revenue ops and sales ops leaders should make understanding the latest sales technology innovation a routine part of their jobs
  • Five key activities help determine what technology can be leveraged by sales management
  • Technology solutions improve the sales management process by automating, accelerating and increasing the effectiveness of coaching, management and forecasting
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Blog

Technology and Sales Productivity, Part Two: Opportunity Management

Jacques Begin September 18, 2019
  • Revenue ops and sales ops leaders should make understanding the latest sales technology innovation part of their jobs
  • Six key activities determine what technology can be leveraged for opportunity management
  • Technology solutions can improve opportunity management by automating sales activities and informing, advising and predicting outcomes at various points in the sales cycle
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Blog

“2112” Things We All Need to Need to Know About Artificial Intelligence

Dana Therrien August 8, 2019
  • Sales operations functions are sitting on a treasure trove of sales data that will fundamentally change the way sales hiring, training, compensation and management are performed
  • Data signals and AI will one day be used during the hiring process to predict rep viability and success
  • Sales managers must use technology to enhance – not replace – rep intuition
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Blog

Technology and Sales Productivity, Part One: Business Development

Jacques Begin June 12, 2019
  • Revenue ops and sales ops leaders should make understanding the latest sales technology innovation part of their jobs
  • Five key activities help determine what technology can be leveraged in the business development phase of the sales cycle
  • Sales engagement platforms provide a breadth of functionality that revs up sales productivity
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Blog

The Four Core Functionalities of Sales Engagement Technology

Jacques Begin December 19, 2018
  • Sales engagement technologies share four core functionalities: calling/dialing, email, calendaring and reporting
  • Automatically recording administrative sales tasks – and reducing the time spent on them – increases sales reps’ efficiency and can make them more effective
  • Differentiation among vendors goes beyond the core functionalities into other areas, including sales playbooks, chatbots and artificial intelligence
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