The ROI Guy

JULY 11, 2017

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.

Forrester 66

Forrester B2B Sales Disintermediation B2B 66

The ROI Guy

JULY 23, 2015

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. Andy Hoar, Principal Analyst at Forrester , reported these findings at their last Sales Enablement conference and Thierry, you and I were both there.

B2B Sales 40

B2B Sales Forrester B2B Disintermediation 40

The ROI Guy

DECEMBER 6, 2010

The consumer is now in charge: researching specifications, configuring and customizing solutions, getting peer reviews and advice, comparing prices, and “buying now&#. To prevent complete disintermediation of sales from the prospect’s decision making process, sales professionals must be made relevant and important again to buyers.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

NOVEMBER 4, 2010

IDC’s most resent customer experience survey of over 200 key IT decision makers reveals that Frugalnomics is indeed in full effect. To engage better with skeptical buyers, sales could use benefit calculators and ROI tools to help quantify the impact that various solutions and options could have to the customer’s bottom-line.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

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.

Disintermediation 40

Disintermediation Planning B to B Marketing Proposals 40

Metadata

FEBRUARY 22, 2021

We’ve helped create a new category called journey orchestration, which is really about modern customer engagement across the full lifecycle. When we started our company we thought that customer experience teams would be the people thinking about journey’s end to end. Usermind, I’ve been at building my company now.

B2B 52

B2B Enterprise Management Work Management Marketing Management 52