Consider this fact: Revenue generated from the Fortune 500 contributed 71.9 percent of the U.S. gross domestic product (GDP) in 2015. Last year the SBI 100—which comprises many B2B sales organizations within the Fortune 500—contributed nearly 30 percent of the U.S. GDP. Contrary to popular belief, these enterprises drive the U.S. and world economy—not small, high-growth start-ups. Big companies and their sales forces play a lead role in our nation’s health.
Why does that matter? First and foremost, large organizations employ lots of people, many of whom are engaged in marketing or sales. Second, these companies impact the sales and marketing industry more than any others. Companies such as IBM, Cisco Systems, and Salesforce.com have made major contributions to our industry’s emerging best practices. Without these players, the sales effectiveness industry would not have grown to where it is today. Start-ups may be getting the headlines. But make no mistake, enterprise sales still reigns.