Earlier this year, Forrester’s Scott Santucci presented new research that detailed how companies across all industries are rethinking their selling systems. It detailed how sales forces are responding to disruptive changes in business-to-business selling. Empowered, digitally-armed and connected buyers are exerting greater control over buyer/seller conversations, and they’re engaging less with salespeople.
In this webcast, Santucci will update Forrester’s ongoing research efforts on this topic, focusing on how leading sales organizations are adapting and key learnings for sales leadership.
