The symptoms of stalled revenue are often fairly obvious: targets slipping, forecasts moving and pipeline reviews getting harder month after month. But finding the cause of these issues is more difficult than just knowing they exist.
This is why we have built the E360 GTM Benchmark, a completely free diagnostic for B2B founders and revenue leaders. With this tool you can discover the single biggest thing holding back your sales revenue, where it appears in your sales motion, and what you should fix first. And you can gain these insights in just 8-10 minutes.
Why We Built the GTM Benchmark
We’ve worked with more than 150 startups, scale-ups and enterprises and we’ve seen the same pattern repeated time after time. A team feels pressure to improve results so they increase activity – which could mean outreach, a new tool or a new hire. Sometimes this works, but often the problem is somewhere else completely, such as deals that stall after the proposal, or an overly optimistic forecast.
We built the GTM Benchmark to give leaders a quick, clear way to see where problems lie before they invest in solutions. It’s based on the thinking that we use in our client diagnostics and it allows you to analyse your gaps in one quick session.
‘Most of the founders and revenue leaders we speak to know something isn’t working, but they’re often not sure what. We built the GTM Benchmark so leaders can pinpoint the problem in around 10 minutes and spend their budget where it will make a difference.’ – Gavin Page, Founder & Director
The 4 Revenue Problems It Identifies
The report you get from using this tool identifies your main addressable issue in one of four areas:
- Volume: Your pipeline isn’t healthy enough to hit your targets
- Efficiency: You have a healthy pipeline but your opportunities aren’t converting
- Control: Prospects aren’t properly qualified, forecasts aren’t accurate, or relationships aren’t being built
- Expansion: Customers aren’t being retained, grown or turned into case studies
Once you know where your main issue lies means you’re in a position to do something about it. Your report also details the specific KPI under pressure in this area, where the problem is in your sales process, and it recommends what the first fix should be.
What the Benchmark Measures
The GTM Benchmark assesses your commercial system as a whole across seven areas:
- ICP clarity
- Pipeline health
- Evidence at each stage
- Qualification rigour
- Deal control
- CRM accuracy
- Operating cadence
While most assessments rate individual reps, the GTM Benchmark explores how the factors above work together to drive revenue, and where they’re not working together properly. For example, a strong sales team can still miss its target if stage criteria are vague or the CRM doesn’t reflect what’s actually happening in deals.
How It Works
- Answer 8 short questions: These questions examine how your selling works and we don’t ask for sensitive information or deal data.
- Get your results: You get your results on screen immediately, covering the main issue, the KPI under pressure, the most likely root cause, and practical fixes.
- Email your results: Send yourself a copy of your report to return to later or share with your team.
Get More From It as a Team
The GTM Benchmark is designed for founders and revenue leaders. This means you get the most useful results when it’s used by the person with the clearest, most honest view of your pipeline, forecast confidence and day-to-day selling approach.
It can be even more revealing if several people from your organisation use it – perhaps your CRO, founder and an SDR. This could confirm one problem area or – where people score the same areas differently – reveal varied understandings of your process and a lack of alignment.
What Happens Next
You get a standalone report after completing the questions and we don’t require anything else of you. If the report uncovers an issue and you’d like to explore it deeper, we’re available to discuss it.
If you find that you have a volume problem, our dedicated BDRs can help you build pipeline via calls, email and LinkedIn outreach, with real-time reporting to keep you in the loop. And if efficiency or control happen to be your main issues, our sales consultancy service can help you tighten qualification, forecasting and deal control.
Find Out What’s Holding Back Your Revenue
If your revenue isn’t where you would like it to be, our free GTM Benchmark tool can help you quickly discover what’s going wrong. Answer the eight questions now and get an invaluable assessment of your sales process, along with the next steps to take.
And feel free to get in touch with the team to discuss anything in more detail.
FAQs
Is the GTM Benchmark Really Free?
Yes, it’s a free, self-guided diagnostic tool and the report is designed to be useful on its own. We’re available for a follow-up call if you want one, but it’s completely optional.
How Long Does It Take?
There are just 8 questions and it takes around 8-10 minutes to answer them. Then you get the results straight away.
Do I Need to Share Deal Data?
No, the questions focus on your sales motion and how it works. We won’t ask you to share any sensitive information, deal values or customer details.
