Vision Report

Threats To Their Traditional Sales Force Will Change The Focus For B2B Marketers

Death Of A (B2B) Salesman

May 8th, 2015
Peter O'Neill, null
Peter O'Neill
Andy Hoar, null
Andy Hoar
With contributors:
Carrie Johnson , Jacob Milender

Summary

This report, originally written for eBusiness and channel strategy professionals, includes content relevant to B2B marketers, especially those leading sales enablement initiatives in business-to-business companies. Here's why: Your sales force is already undergoing, or about to undergo, a significant transformation driven by the age of the customer. Our research shows that business buyers are more and more likely to prefer to interact, engage, and even transact with suppliers digitally. This includes a growth in placing orders via eCommerce, which ultimately disintermediates the supposed role of salespeople in the field. This report segments salespeople archetypes, providing analysis and insights about which archetypes will be most affected and which will prevail. It also provides analysis per industry sector. These insights will prove invaluable to B2B marketers as they formulate their go-to-market programs.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.