When Your Buyer is a Bully

| Chris Mitchell |
With the media full of reported bullying incidents in politics, schools, on sports teams, and in the work place, why do so many sales professionals put up with these similar tactics demonstrated by procurement? Some bullying experiences are subtle…
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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

| Travis Umpleby |
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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