Front Line Sales Survey on Internal and External Business Value

Question Title

* 1.
In general, what is your personal definition of business-to-business value proposition? (as opposed to business-to-consumer)

Question Title

* 2.
What is your company's value proposition to your business to business customers?

Question Title

* 3. What department in your organization is primarily responsible for developing and maintaining the value proposition? If more than one, please select all departments that are involved.

Marketing

Corporate / Senior Management

Pricing

Sales

Finance

Legal

Product management

Service management

Unclear

Other, please specify

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* 4.
Is the value proposition centrally housed so that you can gain instant access?

Not sure where it resides

On the intranet for our company

Other, please specify

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* 5. Would you say the value proposition for your company is: (choose that which best describes)

We don’t really have management alignment internally on our value proposition so its most likely unclear to customers externally and by us as salespeople

A loose and informal idea or set of ideas that are applied inconsistently when attempting to win or renew existing customers

A set of statements that come out once per year and may or may not have sales impact on my deals

A key priority of senior leadership with a defined set of team members that support it and it is seen as a valuable tool by me and the sales team for winning deals

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* 6. Overall, how satisfied are you that your company value is clear internally, has a champion and is a valuable tool for you to win deals externally?

Very satisfied

Somewhat satisfied

Somewhat dissatisfied

Very dissatisfied

Do not know / not applicable

Question Title

* 7.
In what ways are the value proposition communicated and disseminated to you in your organization? (Select all that apply)

Sales is provided with a set of value statements produced by the marketing department

Salespeople have data available to show a customer how our company meets their stated needs at multiple strategic and operations levels

Salespeople have data available to show a customer how our company meets their stated needs, at multiple strategic and operations levels, better than other alternatives

Salespeople can connect a clear map of how specific customer needs align with our products, services, and competencies better than the competition

It's up to each sales person and/or their front line sales leader

Other, please specify

Question Title

* 8.
Is there a formal feedback mechanism from you back to management on what value drivers help win business and which are missing? (competitive strengths)

Yes

Not sure

	Strongly agree	Somewhat agree	Somewhat disagree	Strongly disagree	Not applicable / don't know
The data that salespeople in our organization need to express the value proposition to the customer is both granular and easily understood.	The data that salespeople in our organization need to express the value proposition to the customer is both granular and easily understood. Strongly agree	The data that salespeople in our organization need to express the value proposition to the customer is both granular and easily understood. Somewhat agree	The data that salespeople in our organization need to express the value proposition to the customer is both granular and easily understood. Somewhat disagree	The data that salespeople in our organization need to express the value proposition to the customer is both granular and easily understood. Strongly disagree	The data that salespeople in our organization need to express the value proposition to the customer is both granular and easily understood. Not applicable / don't know
Changes in the environment, both internally and externally, such as competitive changes, new product introductions, and regulatory issues are all reflected in real-time in the adjustment of value propositions.	Changes in the environment, both internally and externally, such as competitive changes, new product introductions, and regulatory issues are all reflected in real-time in the adjustment of value propositions. Strongly agree	Changes in the environment, both internally and externally, such as competitive changes, new product introductions, and regulatory issues are all reflected in real-time in the adjustment of value propositions. Somewhat agree	Changes in the environment, both internally and externally, such as competitive changes, new product introductions, and regulatory issues are all reflected in real-time in the adjustment of value propositions. Somewhat disagree	Changes in the environment, both internally and externally, such as competitive changes, new product introductions, and regulatory issues are all reflected in real-time in the adjustment of value propositions. Strongly disagree	Changes in the environment, both internally and externally, such as competitive changes, new product introductions, and regulatory issues are all reflected in real-time in the adjustment of value propositions. Not applicable / don't know
There is a single individual, as a cross-functional team leader, who "owns" ultimate responsibility for the value proposition(s).	There is a single individual, as a cross-functional team leader, who "owns" ultimate responsibility for the value proposition(s). Strongly agree	There is a single individual, as a cross-functional team leader, who "owns" ultimate responsibility for the value proposition(s). Somewhat agree	There is a single individual, as a cross-functional team leader, who "owns" ultimate responsibility for the value proposition(s). Somewhat disagree	There is a single individual, as a cross-functional team leader, who "owns" ultimate responsibility for the value proposition(s). Strongly disagree	There is a single individual, as a cross-functional team leader, who "owns" ultimate responsibility for the value proposition(s). Not applicable / don't know
All primary organizational leaders play a DEFINED role in the team that works to define the company's value proposition(s).	All primary organizational leaders play a DEFINED role in the team that works to define the company's value proposition(s). Strongly agree	All primary organizational leaders play a DEFINED role in the team that works to define the company's value proposition(s). Somewhat agree	All primary organizational leaders play a DEFINED role in the team that works to define the company's value proposition(s). Somewhat disagree	All primary organizational leaders play a DEFINED role in the team that works to define the company's value proposition(s). Strongly disagree	All primary organizational leaders play a DEFINED role in the team that works to define the company's value proposition(s). Not applicable / don't know
Value propositions are created with "scope" in mind, be that geography, product type, competitor type or customer vertical (depending on how your organization is structured).	Value propositions are created with "scope" in mind, be that geography, product type, competitor type or customer vertical (depending on how your organization is structured). Strongly agree	Value propositions are created with "scope" in mind, be that geography, product type, competitor type or customer vertical (depending on how your organization is structured). Somewhat agree	Value propositions are created with "scope" in mind, be that geography, product type, competitor type or customer vertical (depending on how your organization is structured). Somewhat disagree	Value propositions are created with "scope" in mind, be that geography, product type, competitor type or customer vertical (depending on how your organization is structured). Strongly disagree	Value propositions are created with "scope" in mind, be that geography, product type, competitor type or customer vertical (depending on how your organization is structured). Not applicable / don't know
Our company actively solicits customer/market feedback on a regular basis to monitor how our value proposition meets the needs of our targeted customer segments.	Our company actively solicits customer/market feedback on a regular basis to monitor how our value proposition meets the needs of our targeted customer segments. Strongly agree	Our company actively solicits customer/market feedback on a regular basis to monitor how our value proposition meets the needs of our targeted customer segments. Somewhat agree	Our company actively solicits customer/market feedback on a regular basis to monitor how our value proposition meets the needs of our targeted customer segments. Somewhat disagree	Our company actively solicits customer/market feedback on a regular basis to monitor how our value proposition meets the needs of our targeted customer segments. Strongly disagree	Our company actively solicits customer/market feedback on a regular basis to monitor how our value proposition meets the needs of our targeted customer segments. Not applicable / don't know

Strongly agree

Somewhat agree

Somewhat disagree

Strongly disagree

Not applicable / don't know

The data that salespeople in our organization need to express the value proposition to the customer is both granular and easily understood.

The data that salespeople in our organization need to express the value proposition to the customer is both granular and easily understood. Strongly agree

The data that salespeople in our organization need to express the value proposition to the customer is both granular and easily understood. Somewhat agree

The data that salespeople in our organization need to express the value proposition to the customer is both granular and easily understood. Somewhat disagree

The data that salespeople in our organization need to express the value proposition to the customer is both granular and easily understood. Strongly disagree

The data that salespeople in our organization need to express the value proposition to the customer is both granular and easily understood. Not applicable / don't know

Changes in the environment, both internally and externally, such as competitive changes, new product introductions, and regulatory issues are all reflected in real-time in the adjustment of value propositions.

There is a single individual, as a cross-functional team leader, who "owns" ultimate responsibility for the value proposition(s).

There is a single individual, as a cross-functional team leader, who "owns" ultimate responsibility for the value proposition(s). Strongly agree

There is a single individual, as a cross-functional team leader, who "owns" ultimate responsibility for the value proposition(s). Somewhat agree

There is a single individual, as a cross-functional team leader, who "owns" ultimate responsibility for the value proposition(s). Somewhat disagree

There is a single individual, as a cross-functional team leader, who "owns" ultimate responsibility for the value proposition(s). Strongly disagree

There is a single individual, as a cross-functional team leader, who "owns" ultimate responsibility for the value proposition(s). Not applicable / don't know

All primary organizational leaders play a DEFINED role in the team that works to define the company's value proposition(s).

All primary organizational leaders play a DEFINED role in the team that works to define the company's value proposition(s). Strongly agree

All primary organizational leaders play a DEFINED role in the team that works to define the company's value proposition(s). Somewhat agree

All primary organizational leaders play a DEFINED role in the team that works to define the company's value proposition(s). Somewhat disagree

All primary organizational leaders play a DEFINED role in the team that works to define the company's value proposition(s). Strongly disagree

All primary organizational leaders play a DEFINED role in the team that works to define the company's value proposition(s). Not applicable / don't know

Value propositions are created with "scope" in mind, be that geography, product type, competitor type or customer vertical (depending on how your organization is structured).

Value propositions are created with "scope" in mind, be that geography, product type, competitor type or customer vertical (depending on how your organization is structured). Strongly agree

Value propositions are created with "scope" in mind, be that geography, product type, competitor type or customer vertical (depending on how your organization is structured). Somewhat agree

Value propositions are created with "scope" in mind, be that geography, product type, competitor type or customer vertical (depending on how your organization is structured). Somewhat disagree

Value propositions are created with "scope" in mind, be that geography, product type, competitor type or customer vertical (depending on how your organization is structured). Strongly disagree

Value propositions are created with "scope" in mind, be that geography, product type, competitor type or customer vertical (depending on how your organization is structured). Not applicable / don't know

Our company actively solicits customer/market feedback on a regular basis to monitor how our value proposition meets the needs of our targeted customer segments.

Our company actively solicits customer/market feedback on a regular basis to monitor how our value proposition meets the needs of our targeted customer segments. Strongly agree

Our company actively solicits customer/market feedback on a regular basis to monitor how our value proposition meets the needs of our targeted customer segments. Somewhat agree

Our company actively solicits customer/market feedback on a regular basis to monitor how our value proposition meets the needs of our targeted customer segments. Somewhat disagree

Our company actively solicits customer/market feedback on a regular basis to monitor how our value proposition meets the needs of our targeted customer segments. Strongly disagree

Our company actively solicits customer/market feedback on a regular basis to monitor how our value proposition meets the needs of our targeted customer segments. Not applicable / don't know

Question Title

* 1. In general, what is your personal definition of business-to-business value proposition? (as opposed to business-to-consumer)

Question Title

* 2. What is your company's value proposition to your business to business customers?

Question Title

* 3. What department in your organization is primarily responsible for developing and maintaining the value proposition? If more than one, please select all departments that are involved.

Question Title

* 4. Is the value proposition centrally housed so that you can gain instant access?

Question Title

* 5. Would you say the value proposition for your company is: (choose that which best describes)

Question Title

* 6. Overall, how satisfied are you that your company value is clear internally, has a champion and is a valuable tool for you to win deals externally?

Question Title

* 7. In what ways are the value proposition communicated and disseminated to you in your organization? (Select all that apply)

Question Title

* 8. Is there a formal feedback mechanism from you back to management on what value drivers help win business and which are missing? (competitive strengths)

Question Title

* 9. Please rate the degree to which each of the following statements applies to your company:

* 1.
In general, what is your personal definition of business-to-business value proposition? (as opposed to business-to-consumer)

* 2.
What is your company's value proposition to your business to business customers?

* 4.
Is the value proposition centrally housed so that you can gain instant access?

* 7.
In what ways are the value proposition communicated and disseminated to you in your organization? (Select all that apply)

* 8.
Is there a formal feedback mechanism from you back to management on what value drivers help win business and which are missing? (competitive strengths)

* 9.
Please rate the degree to which each of the following statements applies to your company: