There’s a lot of attention been paid to Forrester’s recent projection that 1 million B2B sales people are going to lose their jobs to self-service eCommerce by 2020 in the US alone. Their report highlights the growing disconnect between B2B buying preferences and traditional B2B selling behaviours.
But the projected decline in sales force numbers isn’t universal. Forrester identify 4 types of B2B buying environment and match them with 4 types of sales profile - and one of those sales profiles isn’t in decline - it’s actually projected to grow. Unsurprisingly, it’s all connected with the value that sales people can bring to these different buying environments…Read More