"Forrester Research" Posts

Why Sales Careers Aren’t Attractive To Recent College Grads

To recruit talent and show how rewarding a career in sales can be, sales leaders need to do more to dismantle outdated and tired perceptions.

FAQ About Extended Detection And Response

Forrester Research analyst Allie Mellen answers the most common questions about extended detection and response (XDR) technology.

Your Buyer Is A Group, Not A Person. What Are You Doing About It?

If you haven’t already done so, it’s imperative that your organization become buying group-aware and opportunity-centric.

When it Comes to Incident Response, is Your Cyber Insurance Carrier on Your Side?

For the cyber insurance sector to survive, it needs to establish ground rules, which may complicate obtaining coverage or filing a claim.

The Evolving Face of ESM

There is fierce competition in providing non-IT workflows/workspaces, IT help desk work and even what is considered “core ITSM” itself.

Lightbulb Idea Innovation

How To Leverage Innovation To Grow And Differentiate Your Business

Executives who nurture a culture of innovation, adopt tech platforms and embrace innovation as a team sport drive differentiation and growth.

Moneyball For B2B Sales: The Insights-Driven Sales System

Sales organizations must change how they earn, retain, and grow customers in order to adapt to new B2B buyer preferences.

Cloud Highway Lanes Lights

Planning Your Return To Office Requires Calculating Readiness

Leaders in some geographies are busy planning their firms’ return-to-office strategies. But what that looks like is hotly debated.

Five Productivity Obstacles Sales Organizations Need To Overcome

Understanding some of the key productivity challenges that today’s sales teams face can help them become truly productive.

Have You Heard About the Five ‘Ps’ of Sales?

Welcome to the future, where the B2B landscape will be defined by the 5 Ps: purpose-driven, precise, personalized, productive and profitable.