Trends Report

B2B Digital Sales Transformation: Three Global Leaders Share Best Practices

Fuel Your Evolution With An Innovation Mindset

August 14th, 2018
Mary Shea, PhD, null
Mary Shea, PhD
Meredith Cain, null
Meredith Cain
With contributors:
Caroline Robertson , Jacob Basseches , Kara Hartig , Rachel Birrell


B2B marketing and sales leaders must transform their sales forces to keep pace with digitally oriented buyers. We gleaned best practices from three global digital sales leaders at Cisco Systems, General Electric, and IBM to reveal three unifying elements of success. We also provide recommendations for how B2B firms of various shapes and sizes should move their sales forces forward. 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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