SiriusDecisions Research

SiriusDecisions Research equips B2B marketing, product, and sales leaders to make sound decisions, execute with precision, and accelerate growth. Read our SiriusDecisions research insights to drive alignment across B2B marketing, sales, and product functions and power growth.

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Insights

Blog

Toss Those Tea Leaves: Reading Real Signals Of Growth And Retention

Amy Bills 3 days ago
Teams supporting retention, cross-sell, and upsell are most effective when they focus on the right signals from buyers and customers. At B2B Summit North America, learn more about these signals and how to use them.
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Blog

Four Steps To Overcome The Audience-centric Transformation Paradox

Paul Ferron 4 days ago
Even with the best intentions and C-level support, it is difficult to transform a B2B organization from having a product-centric to an audience-centric go-to-market strategy.
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Blog

Too Cool For School? Try These Four Tips For Effective Product Manager Upskilling

Lisa Singer 6 days ago
Product management leaders continue to identify team upskilling as a key priority for business success. At Forrester, we’ve been upskilling product management teams for years and have identified the best training approaches for driving the understanding and adoption of best practices for product managers.
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Blog

Why The Tech-Enhanced Sales Rep Will Be Your Differentiator

Anne Slough 6 days ago
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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Blog

Focusing Demand Teams On The Buying Group Experience Is A Valuable Mind Shift

John Arnold April 2, 2021
Still jamming leads down a funnel? Buying-group obsession is more likely to achieve growth for demand and ABM. John Arnold explains the mind shift and what teams need to focus on.
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Blog

Four Building Blocks To Help Campaign Leaders Balance Economies Of Scale And Localization Requirements

Mavis Liew March 31, 2021
How can campaign leaders balance their desire for economies of scale with the need to deliver campaigns that resonate in local markets?
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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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It Was Never About Leads: Why Adapting To Buying Groups Is A Must

Find step-by-step guidance for identifying, engaging, and winning opportunities based on how buyers actually buy.

Blog

Don’t Leave Your B2B Marketing Campaigns On Auto-Pilot

Nick Buck March 24, 2021
From pandemics to local disasters, product innovations to mere budget cuts, it's easy for campaign plans to fall out of synch with their environment. Join us at B2B Summit North America to learn how to stay aligned to market conditions and business priorities.
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Blog

The Bridge Between Strategy And Planning: Don’t End Up In The Water

Adele Sweetwood March 22, 2021
To achieve growth and success, B2B marketing leaders need both a long-term strategy and actionable annual plans.
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Blog

This Year’s B2B Summit Sales Enablement Track — “How’d We Do?” And “What Comes Next?”

Jennifer Bullock March 22, 2021
Enablement practitioners proved to be incredibly innovative and agile when making the shift to working remotely in 2020.
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Blog

Get The Content You Need From Global Campaigns

Lisa Gately March 16, 2021
Building a global campaign content strategy that works across local markets is a challenge for most B2B marketing organisations. In her latest blog post and upcoming webinar, Lisa Gately outlines how regional marketers can drive the conversation in three areas to improve audience-centricity, decision-making, and content collaboration.
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Blog

Pole Position: Three Ways To Fuel Your Content Engine For Success

Phyllis Davidson March 10, 2021
Content engines in B2B organisations have their own fuel, care, and feeding needs to drive the right level of audience engagement.
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Sales Activity Study

Identify productivity roadblocks for your sales reps and start paving the way to greater efficiency.

Blog

Three Ways To Protect Your Customer Base From Competitors

Amy Bills March 10, 2021
Forrester benchmark data shows that retained business accounts for the lion's share of company revenue. How well are you protecting that share?
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Blog

Targeting Better Together: Six Insights-Driven Best Practices For Sales And Marketing Leaders

Alisa Groocock March 8, 2021
There is enormous power in building a proprietary set of insights that drive sales and marketing to the best-fit and most lucrative targets.
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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

Three Simple Guidelines For Goal Setting

Steve Silver March 4, 2021
If you want functional and individual goals to be meaningful and actionable, keep them simple, limit their number, and make sure they link clearly to your mission.
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Blog

Sales Leaders: What Happens When We All Get To Travel Again?

Peter Ostrow March 2, 2021
Pretty soon, we’re going to start booking business travel again. After the initial endorphin release, how much will we have learned from selling in a work-from-home world?
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Strengthen Your Brand

The SiriusDecisions Messaging Nautilus: Corporate Brand helps you build consistent corporate messaging across the organization.

Blog

Lessons From A Cold Texan: How Marketers Can Prepare For A Crisis

Jennifer Rouse February 25, 2021
Audience planning is a fundamental crisis mitigation strategy — is your company prepared for the unexpected? In her latest blog post for Forrester, analyst Jennifer Rouse serves up a lesson from recent emergencies to help emerging companies mitigate risk.
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Blog

How B2B CMOs Can Respond To Their CEOs’ Need For Certainty

Meta Karagianni February 24, 2021
Now more than ever, B2B marketing leaders need a clear strategic vision that drives their companies' growth agenda. Learn how to create an actionable marketing strategy — and join us at B2B Summit North America to dive even deeper.
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Blog

Inside The Black Box: Designing Sensors To Decode B2B Buying Signals

Jessie Johnson February 23, 2021
Moving from click-based engagement to real-time buyer enablement requires a change in approach. You likely already have signal-detection capabilities — the challenge is fine-tuning and scaling them.
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