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Two years ago Forrester pronounced the “Death of the B2B Sales Rep”, boldly predicting that 1 million B2B salespeople would be displaced by 2020.
Their belief, as B2B buyers favor digital self-service, they will by-pass sales reps, especially those that are not adding value to their buying experience.
Now, two years on, the forecast from Forrester is even gloomier, with faster than anticipated disintermediation.
Every B2B sales leader needs to be asking themselves the following critical questions: Are we starting to see this with our buyers? If not, are we at risk to be intermediated in the future? Is my sales organization delivering the type of value our buyers want? Do we even understand what value our buyers are truly looking for? What should we be doing to ensure that this does not happen with our field-force.
Jim Ninivaggi and Tom Pisello will have a lively debate, helping answer these important questions and more, providing a roadmap to address this potential Tectonic shift.