Is Sales Adding A Premium To Intrinsic Revenue Growth?

By Tibor Shanto
Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. It like others prophesied that the size of the B2B sales population in North America would shrink by 25%. In a piece I posted on July 19, 2011, I questioned another mainstream piece forecasting a dramatic decline in B2B sellers and the nature of their role. On the surface, the predictions may have been wrong, more sellers than ever. But if you asked “Are any of these newly minted sellers adding a premium to intrinsic revenue growth? The predictions may not be off the mark.
Segmenting
Here we want to segment along lines of what specific factors contributed to the outcome. In that