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Contacts:
Amy Longhouse, Penguin Putnam Books: (212) 366-2000
Email: Longhouse@penguinputnam.com
For immediate release:
While selling in the New Economy:
One in three companies are open to partnership proposals from salespeople
(New York) Research from the newly released book "Selling 2.0" has discovered a variety of reactions professional buyers give to salespeople who make partnership proposals.
Almost half of the buyers (48.9%) indicated that they simply do not consider partnership proposals initiated by salespeople. However, almost a third (31.1%) said they were open to them and 5.6% responded that they actively encourage them.
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Partnering, as a business strategy, virtually did not exist twenty years ago. Today they are common and salespeople are initiating them more and more often.
In the New Economy companies often compete in groups surrounding technical standards, distribution channels, or brands as opposed to competing as stand alone organizations. Companies form partnerships to gain strategic advantage by combining resources to achieve greater results.
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