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.

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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.

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B2B Sales Forrester B2B Disintermediation 40

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. Frugalnomics in Full Effect: Forrester and Gartner. Forrester: Understand and Drive Outcomes for Sales. Accelerate Slow Sales Cycles with More Sales Enabl.

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Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

NOVEMBER 4, 2010

However, the importance of content and lack of priority towards direct engagements points to a troubling trend in that today’s Internet fueled, buyer controlled purchase process is disintermediating sales from the purchase process. Frugalnomics in Full Effect: Forrester and Gartner. They do if they are. Is Marketing Too Busy?

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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.

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Disintermediation Planning B to B Marketing Proposals 40

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FEBRUARY 22, 2021

I think our one big compelling point, we’ve been working [Forrester] for years. The internet is about disintermediation. The market is converging to where you thought it’s happening. Maybe Michel, you can start? Michel Feaster: Sure. We’ve been at this journey almost seven years. And it was like, hallelujah.

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B2B Enterprise Management Work Management Marketing Management 52