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.

Insights

Blog

Dialogue In Demand: Enabling Buyers Through Conversational Interactions

Jessie Johnson 9 hours ago
Connecting conversational interactions across channels helps organizations deliver frictionless engagement and experiences with value to the buyer.
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Blog

Sales Operations Leaders: Set Realistic Sales Goals For 2021

Robert Munoz 10 hours ago
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.
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Align To Win: The Rise Of Revenue Operations

Gain insights into how sales operations, marketing operations, and customer success teams are maximizing revenue and performance.

Blog

Why Marketing Should Build Better Buyer Enablement Content

Kathleen Pierce 1 day ago
B2B companies can gain a competitive advantage during the buyer’s journey by providing business-case tools to the buying group
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Blog

How To Create A Sales Plan While Dodging The Curveballs The World Keeps Throwing

Nancy Maluso 2 days ago
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.
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Blog

Sales Leaders: Four Ways To Set An Achievable Number For 2021

Phil Harrell 2 days ago
Sales leaders should set themselves and their teams up for a successful 2021 by negotiating a realistic and achievable annual quota.
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Blog

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

Seth Marrs 2 days ago
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.
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Blog

Product Management Leadership For This New Era

Lisa Singer 5 days ago
This post outlines three key ways product leaders can use customer input and feedback to drive growth in the coming year.
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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 sales opportunities based on how buyers actually buy.

Blog

Five Questions To Ask Before Changing Sales Methodologies

Eric Zines 5 days ago
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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Blog

The Show Must Go On For Portfolio Marketers In 2021

Barry Vasudevan 6 days ago
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.
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Blog

Apply Six Reporting Dimensions to Show More Account-Based Marketing Value

John Arnold 7 days ago
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.
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Blog

Lead-Based Measurement Is Older Than The Smartphone: It’s Time To Update How We Measure Marketing Impact

Malachi Threadgill September 23, 2020
Setting up buying groups to operationalize the Demand Unit Waterfall™ is easier than you think, and you probably already have the systems you need.
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Blog

Welcome To The Year Of The Customer Marketer

Lisa Nakano September 23, 2020
One major trend we see is an amped-up focus on retention — keeping customers and ensuring they achieve value.
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Sales Activity Study

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

Blog

A Faster Pace of Innovation Demands More Agile Ways to Bring Products to Market

Beth Caplow September 22, 2020
Learn how organizations can become more strategic, aligned and agile when bringing offerings to market with the new version of the PMM Model.
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Blog

Time to Shift! The Top Priorities For Emerging-Company Marketing Leaders

Matt Papertsian September 22, 2020
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.
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Blog

Roles and Responsibilities for Product Management and Portfolio Marketing: How Much Do They Matter?

Jeff Lash September 21, 2020
“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.
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Blog

Navigating A New Wilderness: Five Steps Marketing Operations Must Take To Provide Leadership

Cristina De Martini September 21, 2020
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.
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Blog

Is Your Sales Organization Ready To Emerge Its Fittest Self?

Mike Pregler September 18, 2020
Looking ahead to 2021, sales leaders mush shift from adapting to the “new normal” to proactively planning for the recovery and their “next normal.”
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Strengthen Your Brand

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

Blog

Is It 2021 Yet? Five Things B2B CMOs Must Do To Prepare For The Year Ahead

Jennifer Ross September 18, 2020
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.
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Blog

Introducing Planning Assumptions 2021: Seizing Opportunity Amid Disruption

Monica Behncke September 17, 2020
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.
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Blog

The Science of Embedding Resilience in Marketing and Sales Plans

Meta Karagianni September 15, 2020
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.
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