About this Playbook

According to Forrester, today’s buyers have more control over the sales cycle than ever before. 62% of buyers in 2017 said they could develop selection criteria and finalise a vendor list based solely on digital content.* And that was more than five years ago.

So, how can chief revenue officers (CROs) be exceptional at their jobs and drive predictable, sustainable revenue growth for their organisations?

We asked today’s top revenue leaders and industry experts for tips on how to answer that very question.

* The Ways And Means Of B2B Buyer Journey Maps: We’re Going Deep at Forrester’s B2B Forum, Forrester Research, Inc.