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

DiscoverOrg Sales

By 2020, the B2B SALESMAN WILL BE DEAD. Or at least that’s what a recent report by Forrester Research, an independent and leading research company in the marketing and technology space, has predicted. You can’t research what you don’t know exists.

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

They’ve also researched what our competitors have to offer. Then, last year, Forrester Research predicted that 1 million B2B salespeople will become obsolete by 2020, lost to e-commerce. ITSMA’s research included almost 300 senior executives who were buying complex solutions.

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The Next Big Prediction in B2B Sales

Sales Benchmark Index

He famously predicted that 75% of sales jobs will be eliminated by 2020. He said the number of sales people in the United States could decline from the then 18 million to 4 million by 2020. 2020 is still a long ways off.

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92% Of Top Sales Performers…….

Partners in Excellence

Through 2016, we’ve conducted extensive research on sales performance, trying to understand the differences between top performers and everyone else. an update from our 2015 research showing 96% of sales people brush their teeth at least once a week.). A colleague, Kenny Madden, has been conducting similar research. All of this gets pretty silly, but even learned journals like HBR promote research with an agenda.

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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. ” “It will optimized sales interactions, increasing revenue and reducing wasted research time.” Innovations tend to show greater ROI when the majority of the population has adopted the technology – when ample research and development has taken place, and the product or process has been fine-tuned.

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

Sales Hacker

But there’s a catch: The people in your target accounts no longer research and buy the way they used to. By 2020, 30% of companies will be using AI to supplement one or more of their primary sales processes.

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

Sales Hacker

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018.

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Deja-Vu All Over Again, Death Of Sales People

Partners in Excellence

The infographic in turn is based on a research report published in the Spring by a large consulting company. There’s been a lot of discussion about the research, I’m not sure how many people have actually studied it. This research report is no different. Whenever we read research and data, we should have some healthy skepticism, understanding the assumptions, biases, and points of view underlying the data. Million by 2020.

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Guest Post: BOST Benefits Wins with PipelineDeals

Jonathan Farrington

BOST researched ten different sales CRM solutions. 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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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. As the previously mentioned Demand Gen Report found, 75 percent of buyers use more sources to research their purchases. 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.

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

Jonathan Farrington

Dave Stein CEO ES Research (You can read the entire post HERE ). 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.

“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. They do their own research, they collect their own impartial comparative data and typically they have their decision mostly made when they pick up the phone and ask for a salesperson. 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.

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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.

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.”

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. They’ve also researched what our competitors have to offer.

7 Ways to Satisfy More Demanding Prospects

Hubspot Sales

Research published by Forrester shows B2B prospects go through 70% to 90% of their customer journey before engaging with a salesperson. In fact, Forrester forecasts that by 2020, 1 million B2B salespeople will lose their jobs to self-service ecommerce.

How Artificial Intelligence Will Change Decision-Making For Businesses


According to Dr. John Kelly III, IBM Senior Vice President for Research and Solutions: “The success of cognitive computing will not be measured by Turing tests or a computer’s ability to mimic humans.

The Right Question for Climbing the Success Ladder

Increase Sales

I just read another piece regarding regarding how to secure college success as so many college students continue to lack the necessary knowledge, skills, attitudes and habits required by employers according to such published studies as Workforce 2020.

Volume And Velocity—What’s Missing?

Partners in Excellence

We see endless research about the importance of speed in following up leads, minutes and second count–literally. Take sales tools as an example, by 2020, some surveys put total sales people at 20M. There’s a huge amount of discussion focusing on Volume And Velocity in sales. SaaS companies trying to build traction and subscriptions person by person, department by department–at least until the confront the enterprise.

Jonathan Farrington's Blog ? Does Selling Have a Future? The.

Jonathan Farrington

On-going research demonstrates that today’s ‘average’ salesperson is just as effective as the high performer in explaining features and benefits effectively, relating a service or product to customer needs and closing a sale. Does Selling Have a Future?

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The Pipeline ? Death Of Salesman 2.0?

The Pipeline

One such “end is near” piece was on , entitled “ How Many Salespeople Will Be Left by 2020? CNi Rapid Research. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

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When Sales People Don’t Change?

Partners in Excellence

Gerhard Gschwandtner has projected that sales jobs in the US will decline from 18 million now to 3 million in 2020. When customers are leveraging social media to research and understand alternatives, too many sales people refuse to understand and engage their customers on the web. “Selling has changed more in the past 3 years than in it’s cumulative history.” ” states Dave Stein of ESResearch.

Jonathan Farrington's Blog ? The Perils of Sharing Your Vision?

Jonathan Farrington

” Dave Stein CEO ES Research (And lest I be accused of simply “extracting” quotes for my own argument, you can read the entire post HERE ). And most radically of all … “ There are currently 18 million sales professionals in the USA, by 2020, there will only be 3.6

MiFID II: What It Means For Your Business And How To Be Compliant


As a sign of just how layered, nuanced, and involved the entire compliance process will be for years to come, the last facet of the new directive will not be rolled out until the year 2020. BCA Research estimates asset managers receive approximately 500 research reports on a daily basis.