Sales

The sales climate has grown more complex as buyer expectations escalate. Sales organizations need new processes, approaches, and skill sets — while facing the ever-present pressure to make the number. Explore our insights from former sales leaders for building buyer-centric strategies, streamlining processes, and gaining efficiencies.

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Insights

Blog

Clairvoyance Should Not Be Required For Revenue Planning

Marcia Trask 22 hours ago
Marketing, sales, and customer engagement leaders need a structured, facts-based approach to achieving revenue and growth goals. Learn what that requires.
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Blog

The Future Of Sales Compensation Is Insight-Driven

Seth Marrs March 31, 2021
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.
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B2B Summit North America

Join us for the year’s premier event for B2B marketing, sales, and product leaders. Get expert insights and analysis to define your vision and accelerate growth.

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

How Many Products Can A B2B Sales Rep Sell?

Peter Ostrow March 8, 2021
Mergers and acquisitions and other major changes can place enormous pressure on frontline sales organizations. Learn when the strain becomes too much in this B2B Summit session preview.
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Blog

Are You Optimizing Your Sales Compensation Program?

Seth Marrs February 17, 2021
Use the four stages of annual compensation planning to maximize the effectiveness of your plan today and in the future.
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Podcast

The Future Of B2B Sales: More Personalized And Process-Driven

What It Means February 11, 2021
COVID-19 accelerated changes that were already underway in B2B sales — and Vice President and Group Director Phil Harrell says there’s no turning back. On this week’s What It Means, he explains how sales organizations can position themselves for success in a permanently altered landscape.
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Blog

It’s Time To Crack The B2B Sales Gender Diversity Code

Mary Shea January 26, 2021
Women hold just 12% of top B2B sales positions — though the evidence shows greater profitability and performance when women are represented at the highest levels. Recent research by Forrester analysts outlines what needs to change.
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Inspire Your Sales Force. Produce Results.

Build and maintain a sales incentive program that both drives revenue and motivates your sales force.

Blog

Confessions Of A Former “Charterless” Sales Enablement Practitioner

Jennifer Bullock December 17, 2020
Without a charter, sales enablement leaders run the very real risk of being in the position of having to solve problems as they arise with no real scope, strategy, or sense of priority. In her latest blog post for Forrester, analyst Jennifer Bullock shares why a sales enablement charter is key to success.
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Blog

What 2020 Taught B2B Sales Leaders And Teams

Mike Pregler December 14, 2020
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.
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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

Using The Right Metrics For The Subscription-Based Business Model

Dan Bieler December 3, 2020
The subscription model offers new opportunities for businesses to enhance the value of their offerings as they become more embedded in the changing context of their clients’ customer journeys. But companies need to have the right metrics in place to be able to support the shift of the underlying value equation. Processes and systems for […]
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Blog

The Six Components Of Effective Sales Compensation Plans

Seth Marrs November 24, 2020
An effective sales compensation program keeps sales reps motivated and drives revenue goals. Learn about the six elements of an effective compensation program.
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Predictions 2021 Online Event

Dive deep into the dynamics that will generate obstacles and opportunities in 2021.

Blog

Predictions 2021: Grounded Sellers Fly In The Face Of Old Norms

Mary Shea October 23, 2020
COVID-19 has accelerated the digital next normal for B2B sales. What lies ahead? Read an overview of our 2021 B2B sales predictions.
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Blog

Four Critical Planning Considerations For Sales Enablement Leaders In 2021

Eric Zines October 20, 2020
Sales enablement leaders should be prepared to optimize and expand the all-virtual environment in 2021. Annual planning — for resources, personnel, and programs — will be particularly difficult as enablement leaders solve for the current environment but also anticipate what comes next. Improve your odds for success with the four following suggestions.
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Blog

A Look Ahead: What Sales Operations Leaders Must Prepare For In 2021

Steve Silver October 7, 2020
Change will be constant in the year ahead. Learn the steps that sales operations leaders can take to put their organizations on a path to success.
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Blog

Five Tips For Getting 2021 Channel Sales Off To A Fast Start

Stephanie Sissler October 6, 2020
Even in the best of times, starting the new year off fast is important. With the continuing uncertainty and turmoil caused by COVID-19, channel sales leaders must act now to ensure their team can hit the ground running on day one of the new year.
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Blog

Building A Sales Enablement Team: Know The What, When, And Why, But Focus On The Who

Jennifer Bullock October 1, 2020
You can ask 10 different sales enablement professionals how they define their function and hear at least that many definitions of what sales enablement is, does, or is responsible for.
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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

Quoting Is About More Than Just Efficiency — It’s Also A Key Sales Driver

Seth Marrs September 28, 2020
Discover how to use quoting results to identify cross-sell opportunities.
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Blog

Five Questions To Ask Before Changing Sales Methodologies

Eric Zines September 25, 2020
Sales methodology is a topic that evokes a wide range of comprehension among sales professionals, largely depending on their personal history with the methodologies their previous employers used.
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Podcast

Lessons From The Pandemic For B2B Sales And Marketing Leaders

What It Means September 17, 2020
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.
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