Skip to main content

Search TrendsNew Ads Appearances Podcasts API

We value your privacy

We use cookies to understand how you use our platform and to improve your experience. Click “Accept All” to consent, or “Decline non-essential” to opt out of non-essential cookies. Read our Privacy Policy.

Sales Pipeline Radio

Sales Pipeline Radio

When the Old Rules Stop Working, What Comes Next in Go-to-Market?

Jul 22, 2026 · 19 min · 9 segments

In this special episode of Sales Pipeline Radio from the Forrester B2B Summit 2026 marketplace floor, Matt spoke with Dave Frankland…

In this special episode of Sales Pipeline Radio from the Forrester B2B Summit 2026 marketplace floor, Matt spoke with Dave Frankland, Vice President, Research Director, Forrester. Matt interviews the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline Radio send an email to [acceleration@heinzmarketing.com](mailto:acceleration@heinzmarketing.com). Sales Pipeline Radio was recently listed as one of 30 Best Sales Management Podcasts and Top 60 Sales Podcasts Don't miss an episode! You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows *everywhere* you listen to podcasts! You can even ask Siri, Alexa and Google or search on Audible!

In this special episode of Sales Pipeline Radio from the Forrester B2B Summit 2026 marketplace floor, Matt spoke with Dave Frankland…

Show signals: SuitabilitySafeBiasNot politicalAudience≈105k followers

Spotify Apple Podcasts YouTube Amazon Music Website

Speakers: Dave FranklandGuestMatt HeinzHost

Top entities: Forrester Research×13 New York×4 Go-to-market strategy×6 Ross Graber×3 Florida×6

Live from the Summit: Coffee, Food & First Impressions0:16 – 0:54

0:16

All right, we are back on the show floor here, live at Forrester B2B Summit 2026.

0:21

The marketplace is hopping.

0:22

We're starting to record this right as people, I think, are coming into break time.

0:25

They're wheeling out coffee and drinks and some kind of, maybe some lemonade back there.

0:29

I don't

Dave FranklandGuest

0:29

know.

Dave FranklandGuest

0:30

Dirty soda.

0:31

There is dirty soda at one of the, I find that people, when they evaluate conferences,

Dave FranklandGuest

0:36

two things are important.

0:38

Time with each other

Dave FranklandGuest

0:39

and the food.

Dave FranklandGuest

0:40

I thought you were going to say time with coffee, but yeah.

Dave FranklandGuest

0:42

Coffee, too.

0:43

Actually, that's the third one is coffee available at all times.

0:47

Don't just wheel it out during the breaks.

0:49

All time available coffee and water is super important.

0:52

Now, you're right.

0:52

You've done this before, Dave.

0:54

All right.

Read the full transcript.

Create an account to read the whole episode, search across every transcript, and follow the shows you care about.

Sign up Already have an account? Log in

Forrester ResearchCompanyMarket research company
97%13 mentions
New YorkCityCity in New York State
92%4 mentions
Go-to-market strategyEntity
87%6 mentions
Ross GraberPerson
82%3 mentions
FloridaAdministrative AreaUS state
76%6 mentions
Artificial intelligenceEntityProfessional field
71%2 mentions
pocket squareEntity
66%1 mention
Chase FieldStadium or ArenaStadium in Phoenix, Arizona
61%3 mentions
PodcastEntity
55%2 mentions
AudibleCompanyCompany
50%1 mention
World SeriesEntityChampionship
45%2 mentions
Large language modelEntity
39%2 mentions
DublinCityCapital of the Republic of Ireland
34%2 mentions
Arizona DiamondbacksSports TeamBaseball team
29%1 mention
IrelandPlaceIsland in Europe
24%1 mention
PhysicsEntityProfessional field
18%1 mention
Business-to-businessEntity
13%2 mentions
Sheraton Hotels and ResortsCompanyHotel chain
8%1 mention
Amazon.comCompanyE-commerce company
3%1 mention

TechnologyBusiness
Data ManagementBusiness > Technology > Artificial Intelligence
MarketingBusiness
Sales ProcessesBusiness > Sales
Change ManagementBusiness
Organizational BehaviorBusiness > Change Management
Go-to-Market StrategiesBusiness > Marketing
Customer InsightsBusiness > Marketing > Data-Driven Marketing
Data-Driven MarketingBusiness > Marketing
Team DynamicsBusiness > Change Management > Organizational Behavior
SalesBusiness
Artificial IntelligenceBusiness > Technology
Business
Sales AlignmentBusiness > Marketing > Go-to-Market Strategies
CollaborationBusiness > Marketing > Go-to-Market Strategies > Sales Alignment
Customer IntelligenceBusiness > Technology > Artificial Intelligence > Data Management
Buying JourneyBusiness > Sales > Sales Processes
Customer EngagementBusiness > Sales > Sales Processes > Buying Journey
Market ResearchBusiness > Marketing > Data-Driven Marketing > Customer Insights
Cultural TransformationBusiness > Change Management > Organizational Behavior > Team Dynamics

Live from the Summit: Coffee, Food & First Impressions0:16 – 0:54

0:16

All right, we are back on the show floor here, live at Forrester B2B Summit 2026.

0:21

The marketplace is hopping.

0:22

We're starting to record this right as people, I think, are coming into break time.

0:25

They're wheeling out coffee and drinks and some kind of, maybe some lemonade back there.

0:29

I don't

Dave FranklandGuest

0:29

know.

Dave FranklandGuest

0:30

Dirty soda.

0:31

There is dirty soda at one of the, I find that people, when they evaluate conferences,

Dave FranklandGuest

0:36

two things are important.

0:38

Time with each other

Dave FranklandGuest

0:39

and the food.

Dave FranklandGuest

0:40

I thought you were going to say time with coffee, but yeah.

Dave FranklandGuest

0:42

Coffee, too.

0:43

Actually, that's the third one is coffee available at all times.

0:47

Don't just wheel it out during the breaks.

0:49

All time available coffee and water is super important.

0:52

Now, you're right.

0:52

You've done this before, Dave.

0:54

All right.