SiriusDecisions Research

The uncertainty around the length and extent of COVID-19 makes the expected impact for 2021 unclear. One of the most important things you can do as a revenue or sales operations leader is ensure that the annual sales goals set across the business are realistic and in line with the business assumptions.

B2B companies can gain a competitive advantage during the buyer’s journey by providing business-case tools to the buying group

The COVID-19 pandemic and other major occurrences of 2020 have made this year unlike any other. Sales leaders must consider three key priorities to create a viable plan for 2021.

Sales leaders should set themselves and their teams up for a successful 2021 by negotiating a realistic and achievable annual quota.

Forrester SiriusDecisions Summit EMEA is almost here! Don’t miss Seth Marrs and Anne Slough’s presentation “Dynamic Guided Selling: Sales Technology That Actually Works for Sales Reps” and learn how to use quoting results to identify cross-sell opportunities.

This post outlines three key ways product leaders can use customer input and feedback to drive growth in the coming year.

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.

Portfolio marketers today are being asked to lead. They must help their organizations find the new opportunities, identify the trends that can give their organizations lasting success, and ensure that buyers are kept top of mind.

Does your account-based marketing (ABM) dashboard include these six critical reporting dimensions? Forrester analyst John Arnold shares the key elements of compelling ABM performance stories.

Setting up buying groups to operationalize the Demand Unit Waterfall™ is easier than you think, and you probably already have the systems you need.

One major trend we see is an amped-up focus on retention — keeping customers and ensuring they achieve value.

Learn how organizations can become more strategic, aligned and agile when bringing offerings to market with the new version of the PMM Model.

For emerging-company marketers, too much of a good thing can be just as difficult to deal with as too little. Focusing all components of the revenue engine on the primary growth strategy with shared goals is critical in good and difficult times.

“Who should be responsible for competitive analysis?” “Who should own go-to-market strategy?” “Who creates user personas?” These questions aren’t surprising, given that one of the most common topics we help our clients with through our Product Management and Portfolio Marketing research services is establishing or improving the product commercialization and lifecycle process. Companies are trying to be faster and more nimble, more customer-centric, and more consistent in how they innovate and bring offerings to market to drive growth.

B2B organizations are depending on marketing operations to lead them out of the crises of 2020. Here are five steps marketing operations leaders must take in 2021 to drive their organization’s success.

Looking ahead to 2021, sales leaders mush shift from adapting to the “new normal” to proactively planning for the recovery and their “next normal.”

B2B marketing leaders should continue to expect the unexpected and embrace change as a constant. These five actions can help you build a path forward through the unknown.

Amid unprecedented uncertainty lies vast opportunity for B2B leaders. Monica Behncke, Vice President, SiriusDecisions Research, explains in her introduction to Forrester’s SiriusDecisions 2021 Planning Assumptions.

As we move to a “new normal,” sales and marketing leaders realize that resilience and agility are more important than ever before. When we talk about resilience in the context of annual planning, it requires a strong foundation.