In my previous Blog I asked the question is possible to manage a deal quality proactively? And as a result, to consistently close “higher value” deals that advance the business strategy and achieve superior business results. This blog will come at the same topic from the other direction.
Is deal quality an issue that is top of mind for B2B organizations? And if it is an issue, who is most concerned and what are the impacts to the business? I ask these questions, because other than the occasional push to lower discounts (certainly one obvious contributor to deal value and quality), it appears to me that the overwhelming emphasis is still on the quantity and “top line” dollar value of deals booked in a given period. Which makes sense as that is predominantly how most of us in sales are compensated.
Thus, my hypothesis is the strategic value of individual deal structures and their role in advancing the overall corporate strategy—one deal at a time, receives very little attention. As a result, we have developed a simple 12 question survey that will take no more than 10 minutes to complete (all responses are strictly anonymous).
You can elect in Question #11 to have us send you the final results of the survey before they are published. Additionally, in Question #12, you will find the link to the survey and can forward it to anyone you believe may be interested in providing their perspective.
The results of the survey will tell us if this is a real business problem worth pursuing and how best to help companies address the problem. My intent is to share the results with everyone in a future blog.
As always, I want to thank you for taking the time to read and comment on my blogs and also for your valuable time and input into the survey!