Forrester: The Accelerating Death of the B2B Sales Rep

The ROI Guy

Now, two years on, the forecast from Forrester is even gloomier, with faster than anticipated disintermediation. Alinean Consultative selling Death of a B2B Sales Rep Diagnostic Assessment Forrester interactive content Pisello ROI Calculator Sales Enablement Value Marketing Value Selling

Death of a Salesman? Forrester says Yes.

The ROI Guy

Despite a growing economy, research indicates that there will be over 1 million less B2B sales reps employed in 2020 compared to today. A Forrester survey of 250 B2B Buyers reveals that it’s not just B2C purchases that have moved online.

1 Million B2B Sales Jobs Will Vanish by 2020 [New Research]


This question was the topic of Andy Hoar''s presentation at the 2015 Forrester Sales Enablement Forum. million B2B salespeople in existence today, " we believe one million jobs will be net displaced by 2020 ," Hoar said. This post originally appeared on the Sales section of Inbound Hub.

Innovators Wanted: Marketing to Generation Live


According to the Forrester Research report, “ How to Build Your Brand with Generation Z ,” they are the first generation to consume more online than offline. Internet Marketing Business Common Sense Media Forrester Research Generation Y Generation Z Internet marketing Millennial

From High Touch to Low Cost – A Disturbing Trend in B2B Selling?

The ROI Guy

Last year, new research from Forrester boldly predicted the Death of the B2B Sales Rep, making some stark forecasts: Much of B2B buying will not need sales reps anymore, and will move to lower cost self-service or inside sales reps.

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50 Statistics About B2B Sales and Marketing (Mis)Alignment

Type A Communications

By 2020, customers will manage 85% of their interaction with the enterprise without interacting with a human. Forrester Research ). Forrester Research ). Nearly 2/3 of B2B marketers identified engaging key decision makers as their top challenge ( Forrester Research ).

50+ Video Marketing Stats that Prove You’re Doing it Right


82% of all global consumer internet traffic will come from video by 2020 – Cisco ( Tweet This ). Adding video to your site increases your chance of a front-page Google result by 50x – Forrester ( Tweet This ). Video may be all the rage, but for data-driven businesses, it’s hard to justify spending resources on a new content type without… well… data, right? And if this was five or ten years ago, you wouldn’t find much to support online video.

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What will 2018 bring for B2B eCommerce?


On top of this, Forrester says that the B2B eCommerce market is currently worth more than $1 trillion and is expected to grow to $2 trillion by 2020. In fact, according to Forrester over half of B2B sellers reported that their omnichannel customers had increased spending with them in the past year. Forrester also says that buyers want a mix of self-service and human-assisted full-service models, so eCommerce cannot be viewed in isolation from other channels.

Survey: Marketers Want More Video. What Else Is New?


In fact, Forrester Research found that videos were 50 times more likely to receive an organic first page ranking than traditional text pages. If video is still “on the rise” in 2020, we’ll have our answer. Let’s play a little game.

10 B2B Marketing Presentations to Favorite on Slideshare

KoMarketing Associates

Moz’s Surviving Google: SEO in 2020. Surviving Google: SEO in 2020 from Peter “Dr. This presentation from Yidyard , in coordination with Forrester Research Analyst, Nick Barber , shares research on B2B video consumption, the growth of online video platforms, and best practices to follow when using video for business.

Understanding the Artificial Intelligence Hype Cycle, in 5 Stats


Along with what seems like every market research and consulting firm, Forrester is extremely bullish on AI , and this year is the beginning of a tidal wave. Speaking of getting left behind, Forrester does not pull punches when it comes to the impact AI can have.

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3 Incredibly Easy Ideas To Get Customers To Pay For Content

Marketing Insider Group

By 2020, customers will manage 85% of their buying relationship without talking to a human, indicating decision makers will count on content more than ever. pieces of content before they buy, suggesting they are spending a lot of time reading content (Source: Forrester).

Make a List, Check it Twice for an Impressive Professional Services Website

EMagine B2B Blog

Forrester Research reported that Executives in Professional Services expect 49% of revenue to come through digital channels or products by 2020.

5 data assumptions that marketers should avoid


A 2016 Forrester study found that marketers are struggling to be responsive in real-time interactions with customers, as they focus on traditional performance measurements such as customer retention and acquisition. The following is a guest post by David Dunne , CEO of Velocidi.

B2B Marketing: Significant Shift Towards Online Solutions

KEO Marketing

A recent report from Forrester blared what initially sounded like a fatal finding for B2B operations. The big takeaway from the report was the prediction that one million B2B salespeople will lose their jobs by the year 2020.

Should “Data Scientists” Really Be #1 on CMOs Wish List?


Research VP Doug Laney asserted that the need for data scientists was “growing at about 3x those for statisticians and BI analysts” and that there is an “anticipated 100,000+ person analytic talent shortage through 2020.”. This complements feedback that we collected in a survey commissioned through Forrester Consulting. A recent article shared that CMOs placed “data scientists” at the top of their 2015 holiday wish list.

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Three Things B2B Marketers Need To Stop Doing In Order To Deliver Customer Experience


These changes and focus should come as no surprise as Forrester has reported that 72% of businesses have stated that customer experience is their “top priority”. Customer experience continues to take center stage within a growing majority of B2B organizations.

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Live From Marketing Nation Summit: Day 2 Keynote – Step Up, Shape Up, and Fight On

Modern B2B Marketing

And by 2020, they’ll make up 40% of the global population. In fact, Forrester predicts that by 2020, most boards will want to see a trust metric.

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25 Jaw-Dropping Marketing Automation Stats [Data]


By 2020, customers will manage 85% of their relationship without talking to a human. Source: Forrester Research) Tweet This! Source: Forrester Research) Tweet This! Source: Forrester Research) Tweet This! Source: Forrester Research) Tweet This!

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3 Steps Towards Becoming a Data-Driven B2B Marketer [Ebook]

Modern B2B Marketing

The often quoted statistic from Forrester Research’s 2015 report, “Don’t Let Muddled Messaging Compromise Customer Experience,” that as much as 90% of a buyer’s journey is self-directed is unequivocally true. Author: Tanya Chu What does it mean to be a data-driven marketer?

Marketing Redefined: 3 Ways Technology Is Transforming Marketing

Modern B2B Marketing

On average, smartphone owners spend two hours a day accessing apps and websites on their phone and pick up or glance at their phones 150-200 times a day, according to Forrester Research’s 2015 report, “Vendor Landscape: Mobile Engagement Automation Solution.”

Marketing and Artificial Intelligence: Make Your Job Robot-Proof

Modern B2B Marketing

Demandbase conducted a survey that revealed 80% of marketing executives of companies with more than 250 employees believe that AI will revolutionize marketing by 2020. Author: Jacob Shama “Hey, Siri! Find the nearest sushi restaurant.”.

Mobility and why it matters


By 2020 there will be 50 billion networked devices – such connectivity will increasingly be part of our everyday life: from cars we drive, pills we take, clothes we wear and media we consume to how we work and how countries are governed. Forrester.

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Abandoning the Marketing Campaign: How to Think Long Term


Recent Forrester research found that only 27% of consumers reporting having ‘good’ or ‘excellent’ experiences with brands in 2015, but 75% of brands thought their consumers had ‘good’ or ‘excellent’ experiences with them. The marketing campaign has been dying a slow death for awhile now.

Demand Generation: An A-Z Guide for B2B Marketers (with Strategies & Examples)


Both Forrester and Gartner predict that by 2020, 80% of the buying process will occur without any human contact. CISCO predicts that by 2020, 80% of all web traffic will be video. . . According to Forrester , 100% of business decision-makers use social media for work purposes.

Frugalnomics in Effect - Gartner predicts low IT spending growth for 2016

The ROI Guy

And Gartner is predicting that by 2020, as much as 90% of IT spending could be driven by the business. According to Forrester, prospects indicate that less than 12% of sales engagements are focused on outcomes and customer value.

Live From Marketing Nation Summit: Day 2 Keynote – Step Up, Shape Up, and Fight On

Modern B2B Marketing

And by 2020, they’ll make up 40% of the global population. In fact, Forrester predicts that by 2020, most boards will want to see a trust metric.

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48 Instagram Stats That'll Help You Improve Your Posting Strategy


5) Between 2016 and 2020, eMarketer predicts Instagram will add 26.9 Image Credit: Forrester Research. With over 400 million active users , brands are quickly recognizing the need to have a presence on Instagram.

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Video is Killing the Written Content Star


According to Forrester Research ‘s Dr. James McQuivey, “a minute of video is worth 1.8 In the meantime, check out our blog The Marketing Technology Landscape: Where Will We Be in 2020?

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How New Technology Is Changing the Way We Earn (And Retain) Customers Online


Did you know that Twitter was launched less than 10 years ago? Or that Instagram is only five years old? One of the most exciting things about the internet is the pace at which innovation happens.

Live From Marketing Nation Summit: Digital Transformation, Resilience, and Authenticity

Modern B2B Marketing

In fact, Phil shared that 86% of CMOs believe they will own the end-to-end customer experience by 2020. One of today’s breakout sessions came from Rusty Warner, Principal Analyst at Forrester.