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
Andy Hoar
With contributors:
Carrie Johnson , Jacob Milender


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.

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