We’ve studied more than 1,000 mid-sized businesses and discovered that the average and above average organization captures less than 2/3rds of the economic value they should. Just imagine if you could increase gross profit by 33% without hiring an additional salesperson or marketing manager.
There are 3 primary causes of this problem:
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- Poor sales and marketing systems that result in salespeople spending less time than they should selling
- Ineffective positioning & messaging, leading to greater commoditization and less demand
- Poor sales processes that actually cause pricing pressure, decision reluctance and lost sales.