Our firm is focused on helping enterprise business technology providers leverage disruptive new go-to-client models, jobs-to-be-done theory, and entirely new talent ecosystems to more predictably grow revenue.Why? Because no business can cost-cut its way to growth. In an economic downturn, the vast majority of businesses resort to cost-cutting, because it's traditionally been the more certain and expedient way to increase profitability, especially in the short term. The problem is that most of us just don't have a clear understanding of the causal mechanisms that drive companies to buy or not buy.While we were the originators of the widely acclaimed Business Outcome-based Selling approach back in 2008, we began to realize that any sales process, methodology, or framework was going to fail to be relevant enough in a world where buyers already have a substantial information advantage over sellers. That information asymmetry is only going to get exponentially greater in an AI-empowered world.Erwin Schrodinger observed that "The task is ... not so much to see what no one has yet seen; but to think what nobody has yet thought, about that which everybody sees."We've spent the last fifteen years attempting to acquire what Berkshire Hathaway's Charlie Munger calls "elementary, worldly wisdom" on the topic of the causal mechanisms of enterprise buying behaviors. Munger urged people to acquire that kind of wisdom by building up a large "latticework of mental models" AND proving or disproving each of them over time via real-world experience; learning which combination of models was most relevant in a particular set of circumstances.Our clients' documented success at growing incremental revenue has become the primary proof point on the value of that approach. We look forward to sharing what we've learned (and unlearned) during that journey. We would also like to hear about what you're hoping to accomplish in order to accelerate your own company's growth.
Listed skills include Solution Selling, Strategy, Enterprise Software, Go To Market Strategy, and 46 others.
