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For B2B Marketing Professionals

The B2B Sales Force Digital Reboot

Focus Your Sales Enablement Efforts On Navigators And Consultants

October 19, 2015

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  • By Mary Shea
  • with Peter O'Neill,
  • Jacob Milender,
  • Matthew Izzi

Why Read This Report

Is the B2B salesman dead — or simply in need of a reboot? As B2B buyers increasingly include the digital channel in some or all of their purchase process, B2B marketers must partner with sales leaders to prepare their sales forces to adapt. In this report, we look at Forrester's four seller archetypes, focusing on the Consultant, and suggest new ways to design a scalable sales force built to thrive in this rapidly evolving environment.

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Table of Contents

  • B2B Buyer Behavior Has Changed
  • The B2B Salesperson Of The Future
  • Focus Your Go-To-Market Approach On Customers, Not Products

  • Initiate Your Digital Reboot Now
  • Supplemental Material
  • Related Research Documents

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