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. Segmented pricing analyses, pocket listings).

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

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. 3 - More Activity = More Effectiveness? More activity does not equate to more effectiveness.

Disintermediation 40

Disintermediation Planning B to B Marketing Proposals 40