Results May Vary: How Your Value Assessment Might Surprise You

| holden | ,
How Well Does Your Sales Team Harvest Value? As the understanding and communication of value matures in a sales organization, the payoff to a company’s profit increases.  This truth is widely accepted, like that fire is hot or rain is wet.  If the…
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If Value Falls in the Woods

| travisumpleby |
If a tree falls in woods, and no one is around to hear it, does it make a sound?  After listening to a presentation in which the speaker claimed value didn’t exist until the customer recognized it, I thought about this age old question a bit …
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Influencers – The Force Behind The Sales Negotiation

| Holden Advisors |
In a recent conversation with a sales team, we learned they had invested days into writing a fifty page RFP for a 15-year customer.   The team had done their homework, using their contacts to determine which elements of their response should…
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