B2B Street Fighting Blog

salespeople: we want your thoughts on creating business value!

Posted by Marie Dudek Brown on Wed, Aug 22, 2012 @ 09:43 AM

salespeople: we want your thoughts on creating business valueWe would like to capture your voice in new benchmarking research.  In exchange for your time, we will offer you a free copy of the results.  In addition, your name will be entered in a drawing for a Kindle reader (should you desire). 

Our goal is to capture front line salespeople's opinions on internal and external business value and then compare those results with results from a cross-representation of management. We want to benchmark how business-to-business firms are doing two things today: 

- Executing the organization’s value at the customer level

- Getting fairly compensated for this value

Since the founding of our firm, Think! Inc., by Dr. Max Bazerman of the Harvard Business School in 1996, we have consulted on over 20,000 business negotiations in nearly 50 countries and we have seen two main issues that detract from value for our clients:

-  The first is a lack of clear understanding of what their value is to customers

-  The second is complicated and cumbersome process to get compensated for that value

Our intent is use this research to shed new light on the current state so that we might share better ways to accomplish these two things in the future.

Click on the button below.  The survey will take no longer than 10 minutes and your input will remain confidential unless you tell us otherwise.  

Go to the survey now!

Tags: negotiation skills for sales

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The B2B Street Fighting blog brings you the latest on what's happening in the real world of business negotiation.

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