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Sales Leaders

Accelerate Revenue And Drive Consistent, Scalable Results

For today’s sales leaders, making the number isn’t enough. You also need to prove that you can build a focused sales strategy — as well as replicate and scale success for continued strong results. Meanwhile, shifting buying dynamics have introduced new challenges and complexities that require new approaches. Yesterday’s playbook no longer suffices, and the way you operate today may not serve you tomorrow.

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Challenges You Face

The starting point for sales success is a clear, comprehensive strategy. Gaining internal alignment around a sustainable sales strategy is just one of the many challenges you face. Forrester helps you tackle the day-to-day challenges that stand in between you and the success of your organization, including:

  • Driving predictable and scalable growth.
  • Meeting the expectations of your buyers.
  • Finding and retaining top sales talent.
  • Aligning with marketing on demand and selling strategies.
  • Improving sellers’ efficiency and effectiveness.

Bold Solutions Built For You

Forrester helps sales leaders and their teams achieve predictable, sustainable growth by aligning teams with practices that drive operational excellence and improve sales productivity.

Lead Scalable, Sustainable Growth

Forrester Decisions for B2B Sales partners with revenue leaders to drive scalable, sustainable growth fueled by an empowered sales and customer success organization that delivers consistent and predictable results.

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Operationalize The Customer-Obsessed Growth Engine

 Forrester Decisions for Revenue Operations helps business leaders align around the customer as they integrate and turbocharge the growth engine to drive revenue and higher profitability.

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Blog

Three Key Findings From The Forrester Wave™: Revenue Enablement Platforms, Q3 2024

Eric Zines September 30, 2024
For the first time, Forrester has published an evaluation of the combined space comprising sales content management and sales readiness capabilities.
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Blog

Revenue Enablement And Change Management: Two Sides Of The Same Coin

Eric Zines September 11, 2024
To launch and sustain successful sales initiatives, revenue enablement teams should embrace all three phases of the Change Management Model as a guide for managing initiatives: set the stage, put the plan in motion, and make the “new” seem like business as usual.
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Blog

Revenue Enablement Is Not In The Tool Business

Peter Ostrow August 20, 2024
No sales force can function without technology, but enablement leaders must emphasize and communicate revenue-centric outcomes, treating tools as supporting actors rather than spotlighted vanity projects. Never forget that revenue enablement is not in the tool business — it’s in the empowerment business.
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Blog

First-Line Sales Managers: Promote Or Hire?

Peter Ostrow June 10, 2024
Today Forrester is publishing new research revealing that, all else being equal, B2B sales leaders achieve better revenue results when they hire first-line sales managers (FLSMs) externally, rather than promoting individual contributors (ICs). This runs counter to standard practice and tradition, but the data is clear: Externally hired managers and their teams perform better. Our advice […]
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Read More Insights For Sales Leaders

Upcoming Events For Sales Leaders

B2B Summit North America

Phoenix & Digital

B2B Summit EMEA

London & Digital

B2B Summit APAC

Singapore & Digital

Meet A Few Of Our B2B Sales Analysts

Kate Leggett

Vice President, Principal Analyst

Rick Bradberry

Principal Analyst

Phil Harrell

VP, Sr Research Director

Seth Marrs

Principal Analyst

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