‘McKinsey Model’ for selling
A social post outlined a 'McKinsey Model' for enterprise sales that arms internal champions with one‑pagers, ROI calculators and pre‑written messages to reduce internal pushback. Complementary social commentary mapped 2026 B2B stacks—adding RevOps and GTM engineers for AI lead scoring to let AEs and SDRs focus on discovery. (x.com) (x.com)
A new enterprise-sales playbook is spreading online: give the buyer’s internal champion a ready-made case to sell upward, not just a demo to remember. (x.com) The post that dubbed it the “McKinsey Model” laid out a simple package for that champion: a one-page brief, an return-on-investment calculator, and prewritten messages for finance, procurement, and executives. (x.com) That approach lines up with how business purchases now work. Forrester said in December 2024 that 13 people are involved in the average business buying decision, 89% of purchases span at least two departments, and 86% of purchases stall during the process. (forrester.com) Gartner reported on June 25, 2025 that 61% of business buyers prefer a rep-free buying experience, based on a survey of 632 buyers conducted in August and September 2024. The same survey found 73% actively avoid suppliers that send irrelevant outreach. (gartner.com) Gartner also found buyers still want sellers for “contextual intelligence” such as deciding whether a product fits their company’s needs. That is the gap this model tries to fill: the seller packages the context, and the internal champion carries it through the company. (gartner.com) A second post pushed the same idea down into team design for 2026. It mapped a business-to-business stack that adds Revenue Operations and go-to-market engineers so account executives and sales development representatives can spend more time on discovery calls and less time on list building, routing, and scoring. (x.com) Large software vendors are already selling that operating model. HubSpot says its Revenue Operations team works across marketing, sales, customer success, and partners on automation, analytics, and enablement, while its Data, Systems and Intelligence team manages the data and systems layer behind those workflows. (hubspot.com) The tooling has shifted in the same direction. Salesforce says Einstein Lead Scoring uses machine learning to analyze past leads and predict which current leads sales teams should prioritize, and HubSpot says users can build contact fit and engagement scores with artificial-intelligence recommendations based on existing contact data. (salesforce.com) (hubspot.com) Vendors are now pitching broader systems around those scores. 6sense said on November 12, 2025 that its RevvyAI product adds a conversational interface, specialized agents, and a “6QA Analyst” that evaluates account signals and pipeline data to surface next actions for marketing and sales. (6sense.com) The common thread is less about a single consulting firm than about where selling work is moving. In a market where buyers research alone, committees are large, and outreach is easy to ignore, the sellers getting attention are the ones turning their pitch into internal paperwork the buyer can actually use. (forrester.com) (gartner.com)
