How good is your sales process?
The actual study of What Really Matters in B2B Selling outlines the success factors in selling as well as the areas in which customer feel there is room for improvement. As soon as you have filled in the following questionnaire we are going to send you the actual study as well as the analysis of your answers.

For each of the following statements, determine whether you agree or disagree based on a realistic evaluation of your sales organisation.

  Company
  Firstname*
  Name*
  Address*
  Zip* / Town  
  Country
  eMail*
  Telephone


    Agree Disagree
1 Our sales process is 100 percent focused on doing what the customer asks.
2 The majority of opportunities we pursue are discovered through requests for proposal.
3 We pursue every opportunity where our products or services could fulfil the needs.
4 In our sales process, we focus on the people we know and really satisfy their needs.
5 Our salespeople take responsibility for building and maintaining relationships with the key people in the customer organisation.
6 Our proposals contain a convincing value proposition for the customer's top management.
7 Our proposal presentations contain comprehensive information about our company.
8 Our salespeople have the skills and industry expertise required to establish credibility with customer executives.
9 We screen potential sales candidates based on key elements of our sales process.
10 Our salespeople remain engaged with the customer between sales opportunities.
11 We quantify the benefits of our solution in customer-relevant measures.
12 We frequently do not have opportunity-specific competitive information.
13 Our CRM system is perceived by salespeople as administrative overhead.
14 We systematically review sales wins to identify best practices.
15 Our salespeople take responsibility for developing and executing the strategy and action plan for their opportunities.
16 We try to identify a real, current need before making the first call to a prospect.
17 The quality of our sales process clearly differentiates us from our competitors.
18 All information about critical success factors in sales opportunities is available to the sales team and management.
19 We proactively identify and mitigate issues in the sales process.
20 The benefits achieved by customers are readily available for use in prospecting.
21 Our marketing communication is tailored to the needs of the target audience.
22 We understand the needs of all key decision-makers before submitting a proposal.
23 Our sales forecasts are reliable.
24 Management personally demonstrates the best practices expected from salespeople.
25 Our company’s sales process helps us win business.