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• It’s Time To Close The Sales Execution Gap: Building The Case For Change.pdf

Outreach-Research-Closing-the-Sales-Execution-Gap.pdf
Preview of • It’s Time to Close the Sales Execution Gap: Building the Case for Change
🔗 Source: outreach.io
📊 Size: 1.46 MB
📄 Pages: 13 pages
⬇️ Downloads: 324

Summary

B2B selling has become more demanding due to expanding delta between potential output and actual results, known as the Sales Execution Gap, which can prevent companies from realizing tens of millions of dollars in revenue. Rapid technological advances, demographic shifts, and new workforce dynamics have disrupted traditional B2B buyer and seller activities, with 75% of respondents saying the average buying cycle time increased at their organizations during the last 24 months. The status quo go-to-market approaches won't deliver the impact they once did, and growth leaders must adopt next-generation sales tech to drive predictable, efficient growth. Customer relationship management (CRM) systems lack technical flexibility and workflows to support modern selling motions, and point solutions can't capture and unify buyer and seller behavioral data. Sales execution technologies are being adopted to complement and maximize the value of CRM, allowing users to manage, automate, and optimize activities across every stage of the cycle. The Sales Execution Gap is a significant issue, with only 23% of sales reps having enough pipeline to meet their quotas, and it exists across the entire enterprise, impacting growth, efficiency, predictability, and performance.

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B2B selling has become more demanding due to expanding delta between potential output and actual results, known as the Sales Execution Gap, which can prevent...

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  • File Format: PDF
  • File Size: 1.46 MB
  • Pages: 13
  • Language: EN
  • Total Downloads: 324
  • Last Updated: 4 weeks ago

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