Predictions Report

Predictions 2021: B2B Sales

October 23rd, 2020
With contributors:
Caroline Robertson , Jennifer Zhang

Summary

In 2021, B2B sellers and sales leaders will continue to evolve their methods and strategies in the face of pandemic-related challenges. COVID-19 will continue to increase the pressure on B2B sellers to accommodate new buyer preferences and distribution choices, and sales tech buyers will demand more value from their core technology partners. 2021 will be the year for sales tech consolidation as vendors respond to market demands and opportunities. In this report, we explore Forrester’s predictions for B2B sales in 2021.

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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.