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 If organizations don’t change their outdated thinking and create effective sales models for today’s digital era, Forrester warns that 1 million B2B salespeople will lose their jobs to self-service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

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