To build a sales funnel that generates predictable revenue, you need to take an honest look at your sales organization’s level of sophistication and understand the path to improvement. A maturity model can provide that roadmap for you. Most organizations aren’t mature enough to generate predictable revenue streams. Rather than aligning people, processes, and technology to provide maximum value to clients, they engage in ad hoc tactics with no consistency or transparency. ABM is giving way to Account-Based Everything: the coordination of Marketing, Sales, and Customer Success efforts to engage and convert target accounts. According to Gartner, this new approach yields a 75% increase in ACV and a 150% increase in LTV1and is necessary to land key accounts predictably.

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