Last year Forrester Research indicated that by 2020, the trend toward self-service and digital buying channels will require a significant transformation in the skill sets of sales teams (Death of a (B2B) Salesman, April 2015). As buyers spend more time online before engaging with your sales force, reps will be required to play a dramatically different role. Sales leaders must work quickly to understand and develop new enablement strategies, help their reps transition to embrace these new selling approaches, and adopt tools and behaviors that ensure their reps stay relevant in this customer-dominated marketplace. Webcast with Qstream's Lisa Clark and Peter O'Neill, Vice President & Research Director, Forrester.
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Transforming Your Reps From Pitch Men to Problem Solvers
1. Transforming Your Reps From
Pitch Men To Problem Solvers
New Rules for Sales Enablement Success
Peter O’Neill, Vice President & Research Director, Forrester
Lisa Clark, Vice President, Qstream
May 12, 2016
20. Number of B2B salespeople/$1MM of GDP
has declined steadily in the last 20 years
• 2.08 in 1995
• 1.79 in 2002
• 0.99 in 2013
Source: Race Against The Machine
By Erik Brynjolfsson and Andrew McAfee
34. Managing Change at Scale
“The whole experience was eye-opening.
Never before have we had this level of
granularity and measurement for a change
management initiative. We were able to
provide visibility all the way up to
the board level on how well we were doing
in the transition to value-based selling.”
Global Sales Enablement
Director
35. Top Performers are Proficient!
In All Aspects of Their Job !
Competition!
Marketing
Materials!
Compliance!
Industry!
Sales Process !
& Tools !
Product!
Messaging!
Selling !
Skills!
39. Presentation Title
Subhead Goes Here
Peter O’Neill
Forrester Research
+49 69 959298 39
poneill@forrester.com
@poneillforr
Thank you
Lisa Clark
Qstream
781-214-4528
lclark@Qstream.com
@Qstream