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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.

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

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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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

Buyer Enablement — Five B2B Companies That Do It Well

Rick Bradberry December 30, 2024

Helping buyers complete more tasks on their own may seem counterintuitive to selling, but the resulting hybrid approach works better for both buyer and seller. Read five examples of companies that effectively help prospects complete self-service buying tasks.

Blog

A Year In Blogging: Seven Lessons For Revenue Enablement Success

Peter Ostrow December 12, 2024

Reflecting on a year of blogging about revenue enablement, key takeaways highlight the necessity of tailored learning, effective sales culture management, strategic onboarding, leadership’s impact on culture, thoughtful decisions on management hiring, and prioritizing insight over technology for sales success.

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.

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.