Remove Buyer's Journey Remove Disintermediation Remove Marketing Prospects
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Forrester: The Accelerating Death of the B2B Sales Rep

The ROI Guy

I n this session, Forrester boldly predicted that 1 million B2B salespeople would be displaced by 2020, as B2B buyers by-pass reps who just take orders or pitch products, instead favoring digital self-service and more value-added interactions with a select group of more capable, consultative sales reps.

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Death of the B2B Sales Rep? An Interview with the Sales Enablement Lab

The ROI Guy

According to the research results, Marisa reported that B2B buyers interact with sales reps not just at the end of the process, but at every stage of the buyer's journey. According to the study, more than half the time, rep involvement starts at the beginning of the journey. B2B is quite different than B2C.

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Three Big Myths Debunked at SiriusDecisions Sales and Marketing Summit

The ROI Guy

Last week we had the pleasure of attending our 10 th SiriusDecisions Summit in Nashville, a gathering of over 2,300 sales and marketing professionals. According to the research results, Marisa reported that B2B buyers interact with sales reps at every stage of the buyer's journey.