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

The Unfortunate Connection Between Professional Athletes And B2B Sellers

Nancy Maluso 2 days ago
Mental health has been in the spotlight during these Olympic Games, yet the concerns cut across professions. Sales leaders need to prioritize sellers' wellness, starting with these three areas.
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Blog

Should Sales Enablement Be Responsible For Hiring New Reps?

Jennifer Bullock July 27, 2021
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.
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Trust Matters More Than Ever. Here’s How To Strengthen It.

Organizations that earn and retain trust — of buyers, employees, and partners — will gain a clear competitive edge. Explore our resources to learn the most effective ways to strengthen trust in your brand.

Blog

Is Your Sales Methodology An Innie Or An Outie?

Eric Zines July 22, 2021
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.
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Blog

Putting Forrester’s B2B Revenue Waterfall Into Action: Six Tips For Laser-Focused Targeting

Alisa Groocock July 22, 2021
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.
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Blog

The Glengarry Glen Ross Effect: Why Sales Isn’t Attractive To Recent College Grads

Phil Harrell July 22, 2021
The sales profession has changed — but old stereotypes remain. Sales leaders need to help counter the misperceptions to bring in talent.
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Webinar

Accelerate Sales Rep Performance With Data And Insights

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

To Succeed In B2B Sales, Talent Alone Won’t Cut It

What It Means June 17, 2021
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.
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Empower Your Sales Reps With Data

How can you equip your sales team to succeed with today's empowered, digitally savvy buyers? In this webinar, learn how dynamic guided selling can give your sales force a competitive edge.

Blog

Five Productivity Obstacles Sales Organizations Need To Overcome

Phil Harrell May 26, 2021
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.
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Blog

Moneyball For B2B Sales: The Insights-Driven Sales System

Phil Harrell May 21, 2021
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.
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Blog

Improving Sales Productivity Is Never A One-And-Done Effort 

Phil Harrell May 19, 2021
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.
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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 Sales Leaders Must Leverage A Systematic Approach To Earn, Retain, And Grow Customers

Phil Harrell April 29, 2021
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.
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Accelerate Opportunities And Drive Revenue Growth

Discover Forrester's B2B Revenue Waterfall, a revolutionary approach to identifying, engaging, and winning selling opportunities.

Blog

Forrester’s B2B Summit Is Here — And With It Comes The Future Of B2B Sales

Phil Harrell April 26, 2021
Learn what successful selling will require in our upcoming B2B Summit North America.
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Blog

There’s A New Forrester Wave™ For Sales Force Automation — And The Leaders Embody Current Sales Trends

Kate Leggett April 21, 2021
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 […]
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Blog

Clairvoyance Should Not Be Required For Revenue Planning

Marcia Trask April 15, 2021
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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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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Rev Up Sales Productivity. Drive Performance

Explore our sales productivity resources to enhance sales efficiency and effectiveness. Find videos, frameworks, guides, and more.

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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