The enterprise market is fertile ground for today’s selling organizations - the Fortune 500 alone accounts for 2/3 of US GDP. Yet, the “Knowledge-Execution” gap in enterprise sales continues to grow as the buyer journey becomes more complex. We have all the knowledge (or think we do), yet sales performance continues to decline year after year. It’s NOT what “we know,” it’s what “we do” that drives performance.
While execution remains the single biggest determinant of value creation it has become the bane of today’s B2B sales and marketing organizations. This has created an out-sized opportunity for any company which can close it through modest improvements in just a small handful of metrics.
These execution gaps have given rise to the science, as much as the art of the sale. The impact of this science is the greatest when companies are going from the growth stage to scale. It’s precisely at this time when leaders recognize the strategies which helped them grow are not the same ones needed to achieve profitable, scalable growth. Ironically, most companies only fund the science after the company achieves scale.
There is a playbook and roadmap for achieving disproportionate returns in your B2B selling operations.
Get the quick reference guide which explains how small changes to only 3 metrics will accelerate the enterprise value of your company 80%+.