Build pipeline, accelerate deals, boost conversion and transform sales for higher value deals
Top-quartile teams build revenue growth 3.5 times faster than the bottom quartile via agile go-to-market proposition innovations (McKinsey).
Top-quartile teams attribute 60% of pipeline to higher-value sales campaigns that are more prescriptive (Bain).
By using agile propositions and deployment, top-quartile teams add an extra 20% in revenue – without winning a single extra client (McKinsey).
Buying is too complex. Simplify transformative purchases so it’s quicker and easier for buyers
86% of buyers cannot see significant differences between potential B2B suppliers (Google/CEB)
50% of your potential buyer champions fear losing respect if they’re unable to get support for a purchase, or if it proves unpopular; 12% even fear for their job (Gartner/HBR)
The number of decision makers has grown again: 7 for smaller deals (<$1M), 11 for larger deals ($1M-$5M) (Gartner)
Most sales content kills high value deals, costing you even more than you pay your sales team
Each year, go-to-market inefficiency costs the average $200m software companies more than $8m in sales & marketing time, resource and budgets over the year (Gartner/Federal).
40% of higher-value deals in the pipeline are lost not to a competitor but to the buyer indecision, overwhelmed by the complexity of the task (HBR).
Buyer indecision costs the average $200m software company sellers $20m in missed opportunities over the year (Gartner/Federal).
The Trailblazers
Status quo bias is the most underestimated challenge in B2B sales today. Buyer indecision is a bigger threat than any competitor.
Your value proposition drives or kills your business. And agility is key when building a proposition worth millions, pooling expertise across teams.
Only when you understand a buyer’s barriers to change even better than they do can you help them reject the status quo and move forward with the bigger transformational opportunities.
Status quo bias is the most underestimated challenge in B2B sales today. Buyer indecision is a bigger threat than any competitor.
Your value proposition drives or kills your business. And agility is key when building a proposition worth millions, pooling expertise across teams.
Only when you understand a buyer’s barriers to change even better than they do can you help them reject the status quo and move forward with the bigger transformational opportunities.
Build top quartile methods into sales content so it's easier to win high value deals
86% of sellers mistakenly think ‘helping the customer consider all possible options is important’ – even though it fuels buyer indecision and kills the deal (HBR/Gartner/CEB)
The overwhelming volume of information shared by most suppliers makes it 54% less likely they’ll close a higher value transformative deal (Gartner)
$500M in pipeline was generated by clients using more prescriptive sales content last year.
Content to Simplify Transformative Deals
