Forrester Predicts the Death of 1 Million Salesmen by 2020: Henry Schuck Disagrees

DiscoverOrg Sales

By 2020, the B2B SALESMAN WILL BE DEAD. Ecommerce systems will eliminate 1 million B2B sales jobs by 2020 due to the shift to self-service platforms.

So You Think You Are Selling Consultatively? Let’s Find Out

Jonathan Farrington

News: On August 28th, we launch the brand new JF online 2020 Program - and you will see that you can register for details as soon as they become available - consultative selling is a major part of this initiative. .

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Short-Term vs. Long-Term Sales Focus: Keeping Your Eye On The Ball Is Not Enough


As the world welcomes another new year, it's suddenly become clear that the futuristic-sounding date of 2020 is now only a mere 8 quarters away. Every company needs to start implementing changes now if they want to be running at peak performance by then. It's not hard for sales leaders to understand that competition is likely to be much more intense at that time, as developing technology continues to smash down the barriers to entry in every industry. Sales

The New 100 / 100 Project for Entrepreneur Revenue Growth.

Score More Sales

Recently we read about an amazing woman, Sramana Mitra , who launched a project to help one million business owners do a million dollars in annual revenues by 2020. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. The New 100 / 100 Project for Entrepreneur Revenue Growth. by Lori Richardson on January 9, 2011.

The millennial B2B buyer can’t be ignored

Sales and Marketing

Teaser: By 2020, it is estimated that millennials will make up more than half of the work force. By 2020, it is estimated that millennials will make up more than half of the work force. Issue Date: 2015-07-01. Author: Paul Nolan.

Sales alert: millennials are here

Sales Training Connection

In 2020 they will be nearly half of the workforce. Millennials and Sales. Millennials, born between 1982 and 1993, are 80 million strong. In 2015 Millennials passed Generation X to make up the largest share of the workforce.

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Then, last year, Forrester Research predicted that 1 million B2B salespeople will become obsolete by 2020, lost to e-commerce. Buyer 2.0 needs us more than ever. Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post.

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2018 Prediction #1: ? of Enterprises Will Choose Customer Experience Stacks over CRM

Base CRM

Did you know that customer experience is poised to overtake both product and price as the #1 competitive differentiator by the year 2020 ? That’s right – providing customers with a cohesive and pleasant experience at every touchpoint is more critical than ever. The Predicament. Unfortunately, companies are discovering that the very tool that is supposed to make this possible for them is actually hindering the customer experience ☹️ That tool, of course, is CRM.

Artificial Intelligence for B2B Sales & Marketing: Reality vs. Hype in 2018

DiscoverOrg Sales

With these awe-inspiring displays of superhuman intelligence, it’s no wonder Marketing teams will spend $2 billion a year on AI tools by 2020. According to a new report from Narrative Science , 38% of enterprises are already using AI technology in some form, and that number is expected to nearly double to 62% in 2018 – with the expectation that marketing departments alone will spend $2 billion annually on AI tools by 2020.

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015


But that number is predicted to be reduced to 8 million by the year 2020. won’t be so important in 2020. Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. To read an excerpt from her latest book, Smart Sales Manager , click here. To listen to a webinar on this topic, click here.

92% Of Top Sales Performers…….

Partners in Excellence

For example, there is a famous recent research report of several 100 participants that suggests 5 million sales jobs will be lost by 2020, bringing total sales employment to around 10-12 million. Yet BLS data show sales employment in 2020 increasing and exceeding 20M in 2020. Through 2016, we’ve conducted extensive research on sales performance, trying to understand the differences between top performers and everyone else.

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How to Scare Your Top Sales Reps

Sales Benchmark Index

There may be an overarching theme to tie to, like $20B by 2020. It never fails. In nearly every client we hear about the emails and calls. Sales Reps hear through the grapevine about a sales or marketing improvement project. Then they ask their managers what’s going on.

Is Your Small Business Leadership Prepared for the Future?

Increase Sales

” Here are some of the key business growth points: Seven years from today 2020, the panelists predict that it is 50% likely that major electronics retailers no longer stock desktop PCs.

The Science of Basic Selling Skills

Bernadette McClelland

According to the World Economic Forum, ‘by 2020, more than a third of the desired core skill sets. And the basics of selling are….? It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that.

Why Cold Calling Is the #1 Skill You MUST Master to Double Your Income in 2018

Sales Hacker

By 2020, one-third of the global salesforce could be obsoleted by AI. Cold Calling is the top sales skill you should be developing to gain a competitive edge, not just for prospecting and landing meetings with C-Level decision makers , but at every stage of the funnel. Especially, in 2018 when Artificial Intelligence (AI) is imminently threatening your job. Let me rest my case: 1. Social Selling is an epidemic. But it’s not social to hide behind your computer.

How Eleanor Roosevelt Paved the Way for Women in Sales

No More Cold Calling

Treasury Department plans to feature a woman on paper currency by 2020. This first lady was a trailblazer for women leaders. And she’s finally getting some credit. I don’t remember Eleanor Roosevelt.

Knock Knock, Who’s There? Augmented Reality in Door-to-Door Sales

Base CRM

According to Beechum Research , the AR market, minus consumer components, could reach $800 million by 2020. At Base, we are always on the lookout for the latest and greatest trends and thinking about how they can be applied to sales. Lately, we’ve been thinking a lot about augmented reality.

The Future of Professional Selling – Which Road Will You Be Taking?

Jonathan Farrington

There are currently 18 million sales professionals in the USA, by 2020, there will only be 3.6 This week I have been discussing the future of professional selling (do please scroll down if you missed Monday and Tuesday’s posts).

A 2026 excursion to the future of sales training

Sales Training Connection

By 2020 the migration from generic to customized programs became complete. In 2020 Company B started developing downloadable learning modules for mobile devices in a wide variety of domains including sales for both the B2C and B2B markets. Sales Training – 2026.

Sales training – let’s look to the future and try something different

Sales Training Connection

Recently we came across an interesting article in HR Review that explored the top 10 most important work skills in 2020. Sales Training. The Status-Quo … Each year U.S. companies spend millions of dollars on sales training for their salespeople.

Sales mastery 2015 – a horse of a different color

Sales Training Connection

Recently we came across an interesting article in HBR Review that explored the top 10 most important work skills in 2020. Sales Mastery 2015.

The Future of Sales Training Ignores the Reality of Today

Increase Sales

There Is No App For That

The Pipeline

This is why it is not surprising that Forrester forecasts 1 million US B2B salespeople will lose their jobs to self-service eCommerce by 2020, accounting for 20% of the B2B sales force. By Tibor Shanto – .

Making the Business Case to Eliminate Lead Gen Forms in Your ABS/ABM Strategy

Sales Hacker

By 2020, 30% of companies will be using AI to supplement one or more of their primary sales processes. There’s no denying how influential account based sales and marketing have become over the past few years.

75 Mind-Blowing Sales Statistics That Will Help You Sell Smarter in 2017

Hubspot Sales

Forrester predicts one million sales reps will be out of a job by 2020. Every time I think I've gotten a grip on the weird, wonderful world of sales, I learn something new that forces me to change my perspective and question my beliefs.

Millennials in the Sales Force: Nightmare or Breath of Fresh Air?

Base CRM

In fact, over half the American workforce will be comprised of Millennials by the year 2020. You’ve probably heard it before: Millennials are entitled, allergic to hard work, and just plain annoying. But contrary to these popular beliefs, recent studies have concluded that Millennials are actually one of the most valuable assets to innovative companies across all industries.

Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

By 2020, 70% of sales teams will be using analytics to understand their customers. It’s that time of year again.

Thinking of Buying Sales Training? Then Think Very Carefully

Jonathan Farrington

We should also anticipate that of the remaining 20% of external sales professionals, a further 15% of those will also be replaced by 2020.

3 Most Effective Ways to Further Engage Your B2B Leads

Sales and Marketing

By 2020, consumers will mainly engage with companies they already know and trust, according to a report by Walker Information. Author: Jason Kulpa Successful B2B marketing is all about saying the right thing through the right channel at the right time. In fast-paced marketing, the right time usually means right away.

Why Coffee Is SO Not For Closers!

Bernadette McClelland

Fresh, provocative and especially relevant for all salespeople in B2B roles who may be new to or working on complex sales, these are the few key points I highlighted whilst mid-air on my flight back to Melbourne: With predictions that business to business commerce will never be the same again, potentially almost a quarter of the entire B2B salesforce (one million sales reps), will lose their jobs by 2020 and he explains what prompts this momentous statement.

Jonathan Farrington's Blog ? Selling Is Going Inside ? Isn't It? Time.

Jonathan Farrington

There are currently 18 million sales professionals in the USA, by 2020, there will only be 3.6 Some surveys project a tremendous reduction in sales job—going from roughly 19 Million today to 3 Million in 2020. Selling Is Going Inside – Isn’t It? Time for a Debate!

Guest Post: BOST Benefits Wins with PipelineDeals

Jonathan Farrington

I shared my insights on the future of the sales rep and the fact that 80% of those careers are going to be in jeopardy by 2020, the fact that all sales may be “moving inside,” the true impact of Sales 2.0

Forward Thinking Leadership Is Inspiring

Increase Sales

The recent reports from Workforce 2020 as well as SAP and Oxford Economics come as no surprise to anyone watching leadership development.

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“People Buy from People” and Other Lies

Cincom Smart Selling

Frost and Sullivan estimates the B2B e-commerce market to exceed 12 trillion dollars by 2020. We’ve all heard it many times. It comes up almost every time you discuss B2B versus B2C selling. Someone feels compelled to profoundly state that people don’t buy from companies; they buy from people. They will inevitably go on to state with great conviction that even in a B2B scenario, people are doing the selling and the buying. Okay, I’m calling bull-pucky on this right now.

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Looking Out Into the Sales Space of the Future

Jonathan Farrington

JF: Some highly eminent and respected commentators have forecast that by 2020, as much as 80% of the world’s sales population will be redundant. Jeb Blount, CEO of , interviewed me recently, and I thought I would share the conversation with you.

How Artificial Intelligence Will Change Decision-Making For Businesses


According to Gartner, a marketing research organization, today’s data is set to balloon to up to 800% by 2020. From The Terminator to Blade Runner, pop culture has always leaned towards a chilling depiction of artificial intelligence (AI) and our future with AI at the helm.

October Referral Selling Insights

No More Cold Calling

One million B2B sales jobs in the US will be lost to self-service eCommerce by 2020, according to Forrester’s report, “ The Death of the B2B Salesman.” 2020 is just a little more than three years away. Here’s what you might have missed from No More Cold Calling this month.

AI/Machine Language Will Manager 85% Of Customer Interactions

Partners in Excellence

“According to Harvard Business Review , by 2020, customers will manage 85% of their interactions with an organization without interacting with a human.”

7 Ways to Satisfy More Demanding Prospects

Hubspot Sales

In fact, Forrester forecasts that by 2020, 1 million B2B salespeople will lose their jobs to self-service ecommerce. The buyer has changed, and the future belongs to sellers who change with them. Today’s buyers enjoy unprecedented access to information.

Get Smart! Business Intelligence Is Key

Cincom Smart Selling

Further, they show a 50-fold increase in data between the years 2010 and 2020. Business Intelligence is not a new term; indeed, it can be found in writings that are over 150 years old.