B2B organisations face a range of macroeconomic uncertainties as they head into the second half of 2022 that pose risk to growth and profitability objectives. While you may not have control over these changing conditions, you can determine your own path through them to ensure that you thrive rather than just survive. Forrester’s B2B Summit EMEA in London from October 11 to 12 is designed to help sales organisations optimise their performance and drive improved alignment with other go-to-market functions to chart that course successfully.
Our analyst-led sessions are targeted to support leadership in sales, sales operations, and sales enablement, bringing innovative best practices from extensive research, thousands of hours of B2B client interaction, and actionable guidance to help sales leadership continue to transform their organisations. Here are some of the key sessions designed for sales.
Sales Leadership
Can You Handle The Truth? Why Popular Sales Myths Are Holding You Back — Tuesday, Oct. 11, 10:25 a.m.
A range of traditional sales myths persist across sales leadership that limit sales organisations’ ability to move from gut-led to insights-led decision-making. An insight-driven sales system disproves these principles, provides a new set of truths, and opens a path to optimising productivity and increasing sales efficiency.
Outsourcing, Hiring, Or Augmenting Revenue Development Teams: Considerations And Vendor Landscape — Wednesday, Oct. 12, 9 a.m.
As sales organisations look for more efficient and effective ways to generate demand in an increasing environment of resource constraints, skillful prospect outreach can make the difference between a viable opportunity and a disregarded email or phone call. Revenue development teams have become more strategic, with more options to address this part of the revenue engine.
Culture, Coaching, Compensation: How High-Performing Sales Organisations Motivate 21st-Century Sellers — Wednesday, Oct. 12, 10:45 a.m.
If the COVID-19 pandemic has taught business leaders anything, it’s the value their people bring to the brand, customer loyalty, and bottom line. Many B2B organisations, however, still treat quota-bearing sellers as second-class citizens, ignoring the growing body of evidence that supports how vital factors such as seller wellness, work/life balance, best-in-class coaching, and effective compensation are to ensuring their productivity.
Sales Operations
The Insight-Driven Business: Using B2B Analytics To Strategic Advantage — Tuesday, Oct. 11, 10:25 a.m.
B2B leaders are beginning to grasp the link between becoming insight-driven and delivering superior performance. Revenue operations teams must drive an insight-led transformation but need to understand how and where to start. In this session, we’ll introduce The Forrester B2B Insight-Led Analytics Ecosystem, a new model that specifies the analytics processes and foundational capabilities that underpin analytical excellence across the revenue engine.
Operationalising The B2B Revenue Waterfall: Managing Opportunities From Top To Bottom — Tuesday, Oct. 11, 12:20 p.m.
When an organisation makes the bold decision to embrace buying groups and move from leads to opportunities, it must make people, process, and technology changes across sales, marketing, and customer success. Organisations need a clear plan to launch an opportunity-based waterfall to manage, monitor, and measure revenue. The B2B Revenue Waterfall helps organisations operationalize the use of opportunities from targeted to closed.
Is Your Data Work Making A Difference? How To Measure The Effectiveness Of A Revenue Operations Data Team — Wednesday, Oct. 12, 9 a.m.
Most organisations recognize the importance of quality data to drive the revenue engine, but how do you know if you are getting enough from this valuable resource? This session will discuss the priorities for data management teams across the revenue engine and how they can demonstrate the value that they contribute to the business.
Sales Enablement
Buyers, Sellers, And Assets, Oh My! Your Sales Content Yellow Brick Road — Tuesday, Oct. 11, 1:50 p.m.
Imagine a world in which your marketing, product, and sales functions were so well aligned that you knew exactly which assets, content objects, and training deliverables had the most impact on the outcomes of your selling motions. Now that world is within reach! Tap into Forrester’s latest research to understand what sales content drives the most desired buyer behavior and best seller performance — through every stage of the buyer’s purchasing journey.
Flipping The Script On Enablement: Command Attention Instead Of Demanding Time — Wednesday, Oct. 12, 10:45 a.m.
Organisations understand that, to be successful, they need to enable the entire revenue engine and not just sales. But adding functions to support an expanding array of customer-facing roles doesn’t scale. To enable the revenue engine at the pace and scale that today’s fast-paced, distributed business environment requires, organisations need to drive motivation, culture, and habits to foster empowered, customer-centric, self-learning communities internally and throughout their partner ecosystem.
Join Us In London!
B2B Summit EMEA is the premier event to drive business and fuel the revenue engine. Explore ground-breaking research, models, and frameworks, designed with your organisation’s priorities in mind. Insightful breakouts, hands-on case studies, lasting peer connections, and inspiring keynotes all contribute to empowering the strategies of marketing, sales, and product leaders to foster results that surpass goals.
Join hundreds of your peers on October 11–12, 2022 as we uncover endless possibilities to drive measurable impact at B2B Summit EMEA. Secure your ticket today.
