Whether during annual planning, QBRs or other reviews, sales leaders commonly wrestle with shortages in the pipeline of opportunity volume required to achieve their revenue goal. Two strategies to close pipeline gaps include standing up a non-quota-carrying business development team and improving seller prospecting effectiveness
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B2B Chief Sales Officers: 2021 Planning Assumptions
Against a backdrop of continued uncertainty, B2B sales leaders must forge a clear path forward. In this webinar, learn what success in the year ahead will require.
Prospecting Manifesto: From Strategy Into Execution Webinar Replay
Learn how proposed goals during annual planning can expose opportunity gaps and what you can do to generate more opportunities and close the gaps.
The Future of B2B Buying and How Sales Organizations Should Adapt Webinar Replay
What key changes in buying habits should sales leaders be aware of, and what can they do to enable teams to sell in a more buyer-friendly way?
It Was Never About Leads: Why Adapting to Buying Groups Is a Must
Forrester’s SiriusDecisions Demand Unit Waterfall™ provides a structured process for engaging, tracking, and winning opportunities linked to buying groups.
Tracking the True Cost of Sales 2019
The SiriusDecisions Tracking the True Cost of Sales Study analyzes responses from sales leaders for mid-size and enterprise organizations about their sales budgets and their investments.
Align to Win: The Rise Revenue Operations
Explore key findings of the 2019 SiriusDecisions State of Revenue Operations Study to see how functions are changing and how companies are becoming more aligned in the age of the customer.
The Most Important Metric for Sales Leaders in Subscription Businesses to Track and Use to Drive Revenue Growth
Many sales leaders are drowning in data and struggle to figure out what key metrics they should track to reveal their progress in growing subscription revenue. One powerful, simple metric enables...
Emerging-Company Sales Leader Planning Guide 2020
In this guide, we share six planning assumptions that will help sales leaders at emerging companies meet their sales goals in 2020 and beyond.
Does Your Company Have a High-Performing Revenue Engine?
The goal of a company’s revenue engine is to produce consistent revenue and profit growth. But how do companies assess their revenue engine’s ability to generate the kind of predictable future...
Trends in Sales Structure
Learn about the five trends in organizational design that will help sales leaders enable their team to sell in a way that matches how buyers want to buy while increasing efficiency.
Chief Sales Officers: Planning Guide 2020
In this guide, we share six planning assumptions that identify how CSOs can leverage their current sales investments more effectively and hit their 2020 revenue goals.
Attention All Sales Leaders – Should You Be Using Dedicated or Hybrid Sales Roles?
Mike Pregler wants to help sales leaders organize sales roles more intelligently to ensure they get more bang for the buck. “In a close, tension-filled baseball game, a team manager may tap a...
Sales: The Keys to High Performance
In this e-book, you will gain data-driven insights into what high performance looks like for the sales function and an understanding of operating standards known to deliver higher performance.
Blackbaud Works Together with SiriusDecisions and Sees YoY Increase in Sales Rep Productivity
Explore Blackbaud's journey to improve sales rep productivity and fill personnel and bandwidth gaps with the help of SiriusDecisions.
2018 State of B2B Tech Investment: What Companies Need to Know Now
In this e-book, we explore the technology investment plans of b-to-b orgs, why they continue to struggle to see a return on their technology investments, and a fundamental shift that is required.
SessionM Triples Monthly Pipeline Value by Designing a High-Performing Sales Organization
Discover SessionM's journey to triple digit growth by adopting the right sales organizational structure.
2:40Success Story: Datto
Learn how Datto sought to build strategic alignment within their Marketing and Sales functions.
Comprehensive Guide to Sales Compensation
Receive a step-by-step process that guides CSOs and sales operations leaders through the critical components of compensation plan design and assessment, preparing them to become sales comp SMEs.
What Boards of Directors Want From the Head of Sales
This e-book provides insight into board members' expectations and best practices for heads of sales.