Forrester has proclaimed that by 2020 1 million sales jobs will be obsolete. Their newest research –which Forrester will fully reveal in an upcoming free webinar– also recommends that in order to keep up with the modern buyer, B2B salespeople should adapt or perish. Quite alarming for many B2B sales teams. However every cloud has a silver lining.
The demise of traditional B2B salespeople signals a new opportunity to reboot your sales team. Our latest infographic, leverages Forrester’s data to illustrate the current four seller archetypes and suggests new ways to design a scalable sales force that aligns with the rapidly-evolving modern buyer.
What is it with sales and marketing? Haven’t you ever wondered what all the tension is really about? They share the same goal of bringing in customers and they frequently use the same communications channels. Even some of the best companies can’t tell them apart. However, if you are still struggling with bringing these two divisions together, it helps to think of the problem as something akin to sibling rivalry. What may seem like a slight alteration in priorities or procedures can often drive them into conflict. It’s up to you to straighten them out.
You have changed. I have changed. Buyers have changed. 74% of today’s B2B buyers conduct more than half of their research online before making a purchase, and 
Sales enablement is becoming a hot topic. And the role of enablement has changed a lot over the last five years. Five years ago, enablement was essentially an extension of the HR department. But times have changed. And sophisticated companies are realizing that having enablement linked to HR doesn’t work for sales and marketing departments. There’s a new enablement department on the horizon, and it will change the landscape of sales and marketing to increase commercial outcomes exponentially. Here’s how.
Generals lead by example. In every historically-notable war story, we’ve witnessed this common, underlying trend. As leaders, the generals provide inspiration, motivation and help instill discipline. But, they also provide guidance, coaching, mentorship and that spirit to become our best.
