If you have scored:

• Mostly A s: your company is feeling pressurized. You are selling on price not value. Work on your value proposition is imperative.
• 50/50 A and B : your company has some insight into its value proposition to customers but is missing key elements. Working on your company value proposition will make a material difference to your sales performance.
• Mostly B s: your company has a good insight into its value to customers and is doing a good job of selling on value.