Harvard Business Review

NOVEMBER 8, 2016

Sales reps, according to Forrester , tend to prioritize a sales agenda over solving a customer’s problem. If organizations don’t change their outdated thinking and create effective sales models for today’s digital era, Forrester warns that 1 million B2B salespeople will lose their jobs to self-service e-commerce by 2020.

B2B 19

B2B Forrester Media Content 19

Harvard Business Review

JULY 27, 2017

To get there, companies should take the time to level-set their efforts with three strategic exercises: Reexamine your goals and strategy. Make sure to use the right metrics when measuring success and identifying areas for growth. Look for evidence of mobile impacting web or in-store sales — that is a metric that counts.

Strategy 9

Strategy Metrics Forrester Brand 9

Harvard Business Review

AUGUST 9, 2016

The problem is that many of our measurement tools and metrics were created for a desktop world at a time when marketing focused on channel performance. Focus on the outcomes you want and map your new metrics back to your strategy. Today we need an understanding of our audiences across devices and channels.

Marketing 8

Marketing Content Metrics Forrester 8

Harvard Business Review

AUGUST 29, 2012

Employees think of those managers as effective leaders because they feel that they have spent time thinking about their goals and have been more strategic about what choices they want their employees to contemplate,” Iyengar says. “In How to Define and Track the Right Sales Metrics (Forrester).

Real Estate 12

Real Estate Forrester CIO Metrics 12

Harvard Business Review

MARCH 3, 2015

Consider: The most common metrics for evaluating social media are likes, tweets, reviews, and click-through-rates (CTRs) for online ads — not cause-and-effect links between the medium and market results. With new media, therefore, great expectations are common and missing the goal is understandable: it takes practice and learning.

Media 8

Media Advertising Public Relations Forrester 8