Sales Leaders

Accelerate Revenue And Drive Consistent, Scalable Results

For today’s heads of sales, 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 complexity and require new approaches. Yesterday’s playbook no longer suffices, and the way you operate today may not serve you tomorrow.

Achieve Your Priorities

The starting point for sales success is a clear, comprehensive strategy. But a focused and aligned sales strategy is just one of your many priorities. You’re also tasked with:

  • Transforming your sales strategy
  • Driving profitability through channel sales
  • Optimizing sales organizational design and investments
  • Attracting and retaining top sales talent
  • Improving prospecting and lead generation
  • Designing executional processes that drive growth
  • Improving sales productivity

Guidance From Those Who Have Been There

Forrester sales analysts are former sales leaders who understand the challenges you face. Through hands-on guidance and straightforward best-practice research, Forrester arms you and your team with proven strategies, processes, and tools to deliver repeatable, predictable, and scalable revenue growth.

Build a resilient sales strategy.

Develop a sales strategy that helps you deliver on corporate go-to-market goals and stay ahead of a changing buyer landscape.

Increase sales execution and productivity.

Strengthen sales effectiveness so you can close on opportunities faster. Drive continuous improvement by assessing sales productivity on key metrics.

Develop top talent.

Implement a comprehensive talent management process to attract, onboard, and retain the talent needed to reach growth goals.

Leading-Edge Insights, Guidance, And Tools

When you work with Forrester, you gain access to research, resources, and expertise that help you anticipate what’s ahead and make better informed decisions.

SiriusDecisons Sales Executive Research

Access leading-edge research and insights in the areas that matter most to you, and gain practical guidance from former sales leaders to help you strategize, plan, and

  • B2B Summits

    Preview new best-practices research, discover sales innovations, and network with peers at the premier annual gathering for B2B sales, marketing, and product leaders.

  • Analyst Speaking Engagements

    Elevate your events and audience engagement with thought-leading content presented by Forrester analysts.

  • Total Economic Impact™ Assets

    Empower your sales team with ROI tools, case studies, and business proof points that demonstrate the tangible value of your firm's technology products and services​.

Research Spotlight

Sales Operating Model

Sales leaders need a programmatic approach for building a revenue engine that produces consistent results. Yet often, they struggle to communicate the standards and processes they’ve implemented to achieve that goal. Our Sales Operating Model provides a clear blueprint for building a high-performance sales machine, including the processes, people, strategy, and data required for success.


This Year’s B2B Summit Sales Enablement Track — “How’d We Do?” And “What Comes Next?”

Jennifer Bullock March 22, 2021
Enablement practitioners proved to be incredibly innovative and agile when making the shift to working remotely in 2020.
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B2B Summit North America

Join us for the year’s premier event for B2B marketing, sales, and product leaders. Get expert insights and analysis to define your vision and accelerate growth.


Marketing Leaders, Tell Your Buyers The TEI Investment Story: Part Two

Stephanie Slate March 15, 2021
The transparency a TEI study offers allows your sales teams to focus their time on quality leads, rather than on those that will never close.
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How Many Products Can A B2B Sales Rep Sell?

Peter Ostrow March 8, 2021
Mergers and acquisitions and other major changes can place enormous pressure on frontline sales organizations. Learn when the strain becomes too much in this B2B Summit session preview.
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Meet Our Sales Analysts

Predictions 2021: A Complimentary Forrester Online Event

The events of 2020 have fundamentally changed the business landscape. Out of the disruption, new ways of working will take hold, and new customer realities will define your priorities. How will these changes impact your firm’s trajectory, and how can you maneuver to gain a competitive edge?

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