The Evolution of the B2B Sales Profession

B2B salespeople are in a tough position today. 39% of all Black Friday sales in 2019 were transacted through a smartphone, according to Adobe, which measures sales at 80 of the top 100 US online retailers. There’s no doubt that today’s consumers are living in “the now”. And many of these same consumers are the individuals making B2B purchase decisions within the organizations for which they work. The problem is that many B2B sellers are still living in 1975.

In 2017 Forrester predicted that one million B2B salespeople would lose their jobs to self-service…