Summary
B2B revenue and sales leaders are shifting from traditional sales methods to newer, systematic selling techniques. Now faced with assertive buying groups who value self-service, sales leaders are upskilling their teams, defining new processes, and implementing technology to drive scalable growth. These actions produce greater insights and allow leaders to increase sales while transforming their organizations. Many executives, however, are challenged by where to start. This report is a sales leader’s guide to implementing the Forrester Insights-Driven Sales System Model; it also includes the Sales Leadership Project Framework, prioritization guidance, and examples of high-value projects.
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