Sell like the best.
Get their playbook.

...because the top 10% do it very, very differently.

challenge

Buying is complex.
Buyers are scared.

86% of buyers cannot see significant differences between you and other 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)

80% of buyers would prefer more help from sellers on internal decision maker alignment and earlier in the purchase (HBR)

opportunity

Simplify bigger transformative deals so it’s quicker and easier for your buyers.

86% of buyers cannot see significant differences between you and other potential B2B suppliers (Google/CEB).

78% of sales & marketing teams think they are failing to deliver effective higher value campaigns (Bain).

50% of buyers find the volume of info received overwhelming, even if it’s high quality (Gartner).

50% of your potential buyer champions fear losing respect if unable to get support for a purchase, or if it proves unpopular; half of those 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).

impact

Most pitches and content kill higher value deals, costing 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). 

Top 10%

Build the methods of the top 10% into your content and operating model so it's easier to win higher value deals at the get go.

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 info shared by suppliers makes it 54% less likely they’ll close high value deals (Gartner)

$500M in pipeline was generated by clients using the content and operating model of the top 10% last year.