What separates the 17% of sellers who generate 81% of revenue?

They find a growth opportunity the client hasn't seen, and that what they sell enables. Sales Innovator Intelligence finds it in minutes, not weeks.

Try it on your own company Try Quotient Lite

From 29 years in enterprise sales at Oracle, Microsoft and Infor, 10 of them working with AI. Every claim on this site is sourced.

A real point of view, redacted. The method's six sections are listed across the top.

Clients

The sales ladder is missing a rung

Every rung on the traditional ladder is defined by the size of the accounts a seller is trusted with. The seat above them is defined by something else.

Sales InnovatorFinds the growth a client has not acted on, that your offering enables, and brings it as a strategic partnership opportunity rather than a proposal.

Key Account DirectorTrusted with the largest accounts. The top of a ladder measured by account size and revenue opportunity.

Account DirectorTrusted with larger accounts, works strategically across them, and owns the proposals that answer their requirements.

Account ManagerHolds a book of accounts and serves what those clients ask for.

BDRCreates the first conversation.

Read the book

Three applications, one partnership

Quotient

Quotient tells you where your team actually stands, role by role, against the ladder.

How it works

Intelligence

Researches the account and drafts the point of view. In our experience, up to two weeks of research, in minutes.

How it works

Accelerate

Drafts a differentiated tender response from your sources and the buyer's. In our pilot, a first draft takes an afternoon. Pilot open.

How it works

Laura McDonald, Sales Innovator's AI service agent (AI-generated image) — Laura McDonald, Sales Innovator's AI service agent

Voice Agents and Avatars

Placed only where the Consent Gradient says an agent belongs.

How this partnership works

What the research shows, and what clients say

17%of sellers generate 81% of revenue. Ebsta and Pavilion, 2024 B2B Sales Benchmarks Report, 4.2m opportunities across 530 companies.

23 pointshigher quota attainment at the highest tier of sales process maturity. CSO Insights, 2019, n=918.

3.4 monthsfaster ramp when onboarding is well structured rather than poorly structured: 5.7 months against 9.1. Sales Management Association, 2015, more than 100 B2B sales organisations.

A game-changer for anyone serious about mastering sales in today's fast-evolving landscape.Anita Parer, CEO, Kyte Consulting

The Sales Innovators presents a fresh and much-desired focus on the modernisation of sales professionals and sales leadership: a must-read for all sales professionals.Thomas Gudman, Group CEO, NTI

My sales teams are experienced, yet never learned to take an outside-in approach to sell on value. I have worked with Michael for Design Thinking approach enabling our Oracle team to be able to assist our customers on innovation addressing their business needs. I am impressed with his passion, high energy and strong commitment leading above innovation journeyTavesaak Saengthong, Managing Director, Oracle Thailand