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For eBusiness & Channel Strategy Professionals

Death Of A (B2B) Salesman

One Million US B2B Salespeople Will Lose Their Jobs To Self-Service eCommerce By 2020

April 13, 2015

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Why Read This Report

Forrester forecasts that 1 million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020. While B2B buyers overwhelmingly prefer to research, and increasingly buy, products and services via a self-service website, B2B sellers still force buyers to interact with their salespeople as part of the purchase process. This report describes how and why B2B eBusiness and channel strategy professionals must radically transform their historical sales models to accommodate a real-time and global buying environment where websites, not salespeople, are at the heart of how B2B companies buy and sell.

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Table of Contents

  • B2B Commerce Will Never Be The Same
  • B2B Sellers Are Out Of Sync With B2B Buyers
  • eCommerce Will Replace 1 Million US B2B Salespeople By 2020
  • Welcome To The Era Of The Digitally Enabled B2B Selling Model

  • Ditch Outdated Thinking For A New Digital Era

  • Only B2B Companies That Disrupt Their Own Sales Models Will Survive
  • Supplemental Material
  • Related Research Documents