Closing the Value Gap


Published on: March 2013

Written by: Rick Cheatham, Lou Schachter

What if…?

What if it turned out that salespeople were routinely leaving money on the table? Despite all the seemingly legitimate reasons for why selling is harder today, what if it turned out that customers are actually willing to buy more and at higher prices, if salespeople would engage their customers in ways that better aligned with what customers truly want?

Those questions underlie the research study that BTS embarked on in 2012, and which continues today. Our early data suggests some interesting conclusions:

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