B to B Disintermediation Forrester Studies 
The ROI Guy
JULY 23, 2015
The study highlights that today’s more empowered buyer is engaging digitally versus personally through most of the cycle. Forrester reports that this shift to digital buying is real, and as a result, there will be a 22% decline in the number of B2B sales reps over the next 5 years.
The ROI Guy
DECEMBER 6, 2010
To prevent complete disintermediation of sales from the prospect’s decision making process, sales professionals must be made relevant and important again to buyers. Gartner CIO Study Highlights Need for Outcome-Base. Frugalnomics in Full Effect: Forrester and Gartner. Forrester: Understand and Drive Outcomes for Sales.
The ROI Guy
MAY 19, 2015
Forrester concurred , reporting that digital experiences are replacing sales reps at a rapid pace, foretelling a 22% decline in the number of B2B sales reps over the next 5 years = a total of 1 million sales reps expected to lose their jobs.
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