Forrester, Incentives, Management and Metrics

Search:

DAY

WEEK

MONTH

YEAR

Select your country:
Sign up | Log in

Forrester

Incentives

Management

Metrics

84% of B2B Sales Start with a Referral — Not a Salesperson

Harvard Business Review

NOVEMBER 8, 2016

Sales reps, according to Forrester , tend to prioritize a sales agenda over solving a customer’s problem. If organizations don’t change their outdated thinking and create effective sales models for today’s digital era, Forrester warns that 1 million B2B salespeople will lose their jobs to self-service e-commerce by 2020.

B2B

B2B Forrester Media Content

Is Social Media Actually Helping Your Company’s Bottom Line?

Harvard Business Review

MARCH 3, 2015

But few have measures or even have accountable managers in place for their social media investments, and only 7% say their organizations “understand the exact value at stake from digital.” How convenient: to be evaluated with a metric without tangible marketplace outcomes.

Media

Media Advertising Public Relations Forrester

Leadership Digital

84% of B2B Sales Start with a Referral — Not a Salesperson

Is Social Media Actually Helping Your Company’s Bottom Line?

Stay Connected