Peter O'Neill is the VP & Research Director for B2B Marketing (formally 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 forecasts that 1 million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020. This statement and the research caused a lot of heated 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.

Did you enjoy listening to this podcast and don’t want to miss another episode? Subscribe to my podcast on iTunes!

Let me know your thoughts and feedback by using the comments section below!