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For eBusiness & Channel Strategy Professionals

Death Of A (B2B) Salesman: Two Years Later

Vision: The B2B eCommerce Playbook

March 29, 2017

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This is the Vision report in The B2B eCommerce Playbook For 2017.

Why Read This Report

Two years after forecasting that 1 million B2B salespeople would be displaced by 2020, Forrester sees B2B buyers both accelerating their shift to self-serve and demanding higher-quality interactions with sales pros. This report, a follow-on to "Death Of A (B2B) Salesman," explores how and why leading digital business pros are automating the order-taking process and digitally enabling sales reps for unified, full-spectrum B2B commerce.

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Table of Contents

  • Sellers Still Fail To Align Service To Circumstances
  • Make The Case For Channel Shift And Sales Enablement
  • Expand And Enhance The Digitally Enabled Selling Model
  • Recommendations

  • Build A Unified Digital Commerce Experience
  • Supplemental Material
  • Related Research Documents