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

What B2B Marketing Leaders Are Measuring: Five Key Takeaways

Ross Graber 3 days ago
Instead of asking leaders which metrics they feel are most important, we simply asked leaders which metrics appear on their top-level dashboards.
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Blog

Frustrated With Findability? Tagging Content Takes Teamwork

Kathleen Pierce 5 days ago
Best-in-class organizations pair SMEs with content operations to optimize all aspects of content performance at scale.
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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

Emerging-Company Sales Leaders: Shape-Shift Or Face Failure

Nancy Maluso January 11, 2021
Sales leaders at emerging-growth companies must evolve their skills and focus to successfully execute and build the revenue engine. Those who don’t will hurt the company’s ability to grow.
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Blog

Emerging-Company Leaders, Are You Prepared For Exit?

Barbie Mattie January 7, 2021
Only one in 10 startups lasts longer than 10 years. In her latest blog post for Forrester, analyst Barbie Mattie shares how she wants to help increase those odds. Take our five-minute survey and learn how!
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Blog

Can Your Sales Rep Be Influenced By Commission?

Seth Marrs January 5, 2021
Compensation is important — but it isn't always the primary sales motivator. Evaluate these three factors to determine the true impact of commission.
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Blog

The Ideal Partner Profile — A Channel Sales Leader’s North Star

Chris Cleary December 30, 2020
B2B channel chiefs often forget or overlook the impact that partner profiling has on the indirect business. An ideal partner profile is a “job description” for hiring new partners, and this profile data is connected to every decision that a channel chief will make.
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Blog

Twelve (Christmas) Tips To Make Your Virtual Events Go Off With A Bang In 2021!

Conrad Mills December 23, 2020
The holidays are virtual for many of us this year, and people are starting to think about how to make these interactions meaningful.
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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

Santa Claus Or Krampus? A Seasonal Guide To Buying Signals

Jessie Johnson December 21, 2020
Each holiday season, children get a visit from the jolly Santa Claus or the demonic Krampus, depending on their behavior throughout the year.
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Blog

The 10 Best Ways To Spend Your B2B Paid Media Budget In 2021

John Arnold December 21, 2020
As paid media spending rebounds, these strategies can help you amplify the impact of that spending.
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Blog

AI And The Sales Rep: Where Does The Machine Stop And The Human Begin?

Anne Slough December 18, 2020
With good data, AI can continue to learn and evolve, and by doing so, enable sales reps to focus on what they do best.
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Blog

Confessions Of A Former “Charterless” Sales Enablement Practitioner

Jennifer Bullock December 17, 2020
Without a charter, sales enablement leaders run the very real risk of being in the position of having to solve problems as they arise with no real scope, strategy, or sense of priority. In her latest blog post for Forrester, analyst Jennifer Bullock shares why a sales enablement charter is key to success.
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Blog

On The Ninth Day Of Christmas My Analyst Gave To Me: Handy Tips To Make My Demand Management Process’s Performance Dance

Terry Flaherty December 17, 2020
This is the ninth in a series of blog posts that provide demand and account-based marketing best practices in honor of the 12 days of Christmas.
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Sales Activity Study

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

Blog

Happy B2B “Contentukkah”: Spinning The Editorial Dreidel

Phyllis Davidson December 16, 2020
In the eighth post in Forrester’s 12 days of Christmas blog series, we offer the eight B2B content best practices of “Contentukkah,” the annual holiday commemorating well-written assets.
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Blog

On The Seventh Day Of Christmas … We Share The Seven Must-Dos For Buying Groups

Malachi Threadgill December 16, 2020
It’s time for a holiday miracle! In his latest blog post for Forrester, Malachi Threadgill shares advice on how to align sales and marketing with the seven must-dos for B2B buying groups.
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Blog

On The Sixth Day Of Christmas, My Analyst Gave To Me: Six Demand And ABM Planning Tips For 2021

Isabel Montesdeoca December 15, 2020
This is the sixth in a series of blog posts that provide demand and account-based marketing best practices in honor of the 12 days of Christmas.
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Blog

Three Sales Methodology Trends We Can All Get Behind

Eric Zines December 15, 2020
The days of sales methodology vendors offering a single strategy for every selling situation may be numbered. Vendors are now aiming to address sellers' specific challenges — and they're doing so with urgency.
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Blog

The Red Kettle Campaign: An Inspiration For Digital Changes To Demand Programs

Rani Salehi December 14, 2020
Marketers unsure of how demand programs may perform have held back investments, but reassessing the marketing mix to prioritize a richer set of digital tactics is essential in this changing environment. ’Tis the season to update your digital programs to create a fresh approach to your buying audiences.
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Strengthen Your Brand

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

Blog

Tips From Santa On Real-Time Chat

Carrie Rediker December 14, 2020
This crazy year has made us long for the nostalgia of a simpler time when carolers went door to door singing “On the fourth day of Christmas my true love gave to me four calling birds …” and children mailed handwritten wish lists to Santa.
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Blog

What 2020 Taught B2B Sales Leaders And Teams

Mike Pregler December 14, 2020
In a year when bright spots were hard to come by, several valuable, hard-won lessons emerged for sales organizations that will serve them well in the years to come.
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Blog

2020 B2B Marketing Practices That You Should Keep (Or Adopt) In 2021

Jennifer Ross December 14, 2020
Eager as B2B marketers may be to turn the page on 2020, there were clear positives amid the challenges. Here are eight lessons to carry into the new year.
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