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

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 Sales 40

B2B Sales Forrester B2B Disintermediation 40

Martech

OCTOBER 10, 2022

Acknowledge and address the disintermediation of B2B sellers in today’s buyer’s journey. B2B buyers want and expect control of their process and how they want to buy and do business. But marketing-driven customer generation doesn’t work if marketing is more noise and another silo in the buyers’ journey.

Marketing Analytics Tools 122

Marketing Analytics Tools Marketing AI Enterprise Management Work Management 122

The ROI Guy

MAY 19, 2015

According to the research results, Marisa reported that B2B buyers interact with sales reps 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 buyer’s journey.

Disintermediation 40

Disintermediation Planning B to B Marketing Proposals 40