Three years ago, Forrester’s VP and Principal Analyst Andy Hoar lit a fire under the B2B sales sector with the
projection that one million B2B sales positions were on the block to be eliminated by 2020. More than two
thirds of B2B buyers said they preferred doing business online rather than talking to a salesperson.
Fast-forward to 2018. Forrester’s deadline is looming as digital adoption accelerates and it looks like Hoar’s
number might have been an optimistic projection.
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