According to the Sales Benchmark Index, “86% of revenue in complex B2B sales environments is being generated by just 13% of the sales population.”* Ulysses Partners’ David Milligan and Exceed Global’s Sue Aspinall recently shared their insights into why.

A rapidly evolving environment creates new challenges for FS and other large corporates - and new opportunities for the large technology & IT providers who traditionally serve them - if they can understand what's happening across the organization.

The problem is that in many large IT/technology providers, this kind of market insight is limited to a small pool of specialists, who are stretched thinly across the enterprise. A better approach is to build an understanding of the FS market and the trends shaping it across the organization via a well-designed set of training interventions.