The Death of the B2B Salesperson

Key Takeaways:

Forrester forecasts that 1 million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020.

Yet too many of today’s B2B companies still insist that B2B buyers interact with sales reps to complete a purchase.

For a minority of customers who are buying complex and expensive products and service talking to a sales rep can be a value-added experience.

But for the majority of B2B buyers who are self-educating online about products and services, or who already know what they want, the diversion is inconvenient and unwelcome.

Reasons to Attend:

Mike discusses how B2B companies that want to stay ahead of the curve must reshape their channel sales strategies and fundamentally rethink the role of their salespeople by:

-Expanding the role of self-service eCommerce.
-Pairing specific buyer archetypes with certain sales archetypes.
-Delivering a digitally enabled B2B selling model

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