Date: Thursday, December 6, 2018 11:00am EDT
Duration: 1 hour
Three years ago Forrester pronounced the “Death of the B2B Sales Rep”, boldly predicting that 1 million B2B salespeople would be displaced by 2020.
Their belief, as B2B buyers favor digital self-service they will by-pass sales reps, especially those that are not adding value to their buying experience.
Now, three years on, the forecast from Forrester is still gloomy, with faster than anticipated disintermediation.
Every B2B sales and enablement leader needs to be asking themselves the following critical questions:
Are we starting to see this with our buyers?
Is my sales organization delivering the type of value our buyers want?
What should we be doing to ensure that this does not happen with our field-force?
Jim Ninivaggi and Tom Pisello will have a lively debate, helping answer these important questions and more, providing a roadmap to address this potential Tectonic shift and help you avoid the death of the B2B Sales Rep.View Recording and Slides