The Buying Journey Has Changed
One of the biggest challenges faced by companies today is that the buying journey has drastically changed in the past decade. It’s far more complex and no longer a predictable, linear process.
In fact, according to Gartner, today’s buying committees are as large as 6 to 10 people. The same research found that the increase in valuable online content means committees do 83% of their buying research before they even engage with salespeople.
If you’re lucky enough to be shortlisted among the two or three suppliers they choose, that now means that your team only has 4%-6% of the buying journey to impact the final decision.
Sales and Marketing are Misaligned
In the pre-digital landscape, sales and marketing teams got away with working in silos.
Now that the modern buyer isn’t following a linear and predictable path, companies know these two departments need to align. However, it’s easier said than done.
According to a recent report from the CMO Council, only 30% of companies have a transparent process for sales and marketing alignment. This lack of alignment costs B2B companies 10% of revenue or more per year.
The good news is that sales and marketing alignment efforts can help your companies become 67% better at closing deals. You can also generate 209% more revenue from marketing efforts.
Companies Lack Process, Resources, and Expertise
With the complexities of the new buying journey and the inability of sales and marketing to adequately service today’s buyer, it comes as no surprise that companies are struggling. That’s where we come in.
Our team focuses on North American B2B markets to help build and fine-tune revenue systems with the right strategies, processes, systems, and tools.
Our process identifies gaps in your revenue growth lifecycle and equips you with access to expertise that addresses these barriers to revenue growth. Find out more here
Our team works virtually or on premise depending on your needs.
Revenue generation doesn’t need to be complicated. However, in most companies, it’s not apparent what’s broken and what should be addressed first to see the most significant impact.
Take the time today to learn where the gaps are in your revenue generation system with a simple free self-assessment. It provides a snapshot of how insightful our process is.