Sales

At this year’s Forrester B2B Summit, we introduced our Sales Competency Management Framework, which provides a comprehensive look at sales talent management through the lens of attracting, onboarding, and optimizing (ongoing development) sales professionals.

Don’t worry, this is not a discussion about navels; it is an attempt to provide some very basic categorization of sales methodologies based on whether the methodology addresses internal or external interactions.

Your product demos, content, and delivery channels won't matter if you're pursuing the wrong targets. Learn how the new Waterfall can help you zero in on the most promising opportunities.

The sales profession has changed — but old stereotypes remain. Sales leaders need to help counter the misperceptions to bring in talent.

Learn how to increase opportunity volume, deal velocity, deal size, and win rate with Dynamic Guided Selling.

The days of relying on superstar sales reps to land huge, quarter-saving deals are over. Winning and retaining today’s buyers takes a systematic, broader-based approach to selling. Vice President and Senior Research Director Phil Harrell explains what this approach entails on this week’s podcast episode.

Improving reps' productivity is a key priority for many sales leaders. The first step to achieving this is to truly understand the productivity obstacles today’s sales teams face.

Just as using a scientific approach boosted the fortunes of major league baseball teams, so should sales teams use data and analytics to lift productivity and performance.

To get the most value from conducting a sales activity study — and to sustain that value — sales leaders need to continuously look for opportunities to fine-tune.

Learn about the characteristics that sales organizations will need to gain and maintain a competitive edge.

Changing buyer preferences and remote work have forced sales organizations to rethink how and where they sell. An insights-driven, team-oriented approach is needed to succeed. Learn more at next week's B2B Summit North America.

Learn what successful selling will require in our upcoming B2B Summit North America.

COVID has upended business as we knew it, and sales organizations have felt this impact. Almost half of B2B US companies have slashed their sales teams. Sellers work from home, over digital channels, and sales managers have become much more data-driven and focused on post-sale engagement to preserve and grow revenue. There’s a much-needed increased […]

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

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.

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.

Use the four stages of annual compensation planning to maximize the effectiveness of your plan today and in the future.

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.