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For B2B Marketing Professionals

B2B Consultant Sellers Reign In The 21st Century

Empower Your Sellers With Strategic Tooling

August 27, 2018

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Why Read This Report

B2B buyers prefer a self-guided journey. While simple commodity transactions can occur without direct sales interaction, more highly considered purchases require B2B marketing and sales leaders to meet the needs of buyers who expect sophisticated, consultative, and technology-enabled salespeople. This report highlights these types of enabled sellers and the role technology plays in elevating their status and rebalancing the power dynamic with buyers. This is an update of a previously published report; Forrester reviews and updates reports periodically for continued relevance and accuracy; we revised this edition to factor in new ideas and data.

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Table of Contents

  • B2B Seller Headwinds Prevail
  • The Rise Of The Consultant Seller
  • 21st Century Sellers Require A Modern Enablement Stack
  • Recommendations

  • Elevate Your Sellers' Status By Focusing On People And Technology
  • Supplemental Material
  • Related Research Documents

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