Peter O’Neill is the VP & Research Director for B2B Marketing (previously called Sales Enablement) at Forrester. Peter manages a group of analysts focused on B2B marketing.
In this week’s podcast, Peter will give an update on Forrester’s B2B Marketing Forum which took place in October in Miami.
Peter shares the highlights of the conference and provides an update on the ‘Dead of the B2B Sales Rep’ research which we covered earlier in the podcast during season 1, episode 9 (Tom Pisello, Alinean) and season 1, episode 11 (Peter O’Neill, Forrester). Also, we discuss Account Based Marketing (ABM), the alignment of Sales and Marketing and the rapidly evolving technology space around Sales Enablement. All topics which were focus areas during the conference.
Peter O’Neill is the VP & Research Director for B2B Marketing (previously called Sales Enablement) at Forrester. Peter manages a group of analysts focused on B2B marketing understanding and navigating the complex sphere of buyer stakeholders.
As we discussed a few weeks ago with Tom Pisello in Season 1, Episode 9 the role of the B2B Sales Rep is dramatically changing. Forrester forecaststhat 1 million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020. This statement and the research challenged the current thinking and caused a debate on social media.
Peter explains the research behind the prediction and provides more color & insights. Peter also shares how to turn this into a potential opportunity to differentiate yourself from the competition and how you can continue to add value to your customers and become a true business partner.
Peter wraps up with his personal insights and shares 3 practical tips on how you can be successful as a Sales Enablement leader.