A recent IDC Sales Advisory Practice article indicates that a part of the growth issue is B2B companies' inability to get sales enablement "in gear", costing typical companies upwards of 10% or more of revenue per year. For example, this 10% sales enablement challenge is a $100 M incremental revenue opportunity for a $1B company.
Cost drivers of this continued misstep in strategy include:
1) More Leads to Make Same Sales: a poorly performing lead pipeline requiring 2,000 to 5,000+ contacts at the front of the pipeline to yield 1 closed deal over a 17 month average buying cycle. (i.e., for BtoB, large revenue deals, from marketing through to sales);
2) Lack of Value: An inability for sales reps to engage their clients in a strongly desired dialogue by buyers to solve their greate…