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5 Essential Selling Skills to Change the Customer Conversation

| Ellen Quackenbush |
Today’s customers are savvier and more impatient than ever. Being a Challenger and disrupting the customer’s status quo is just not enough anymore.
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Value-Based Pricing: Shift Your Sales Conversation into High Gear

| Holden Advisors |
I was speaking with the VP of Pricing Transformation for a Fortune 500 company recently and, as disciples of value-based pricing, we debated the subtleties of modern-day pricing theory. We agreed t…
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Beware: You Are Likely Using Personas Incorrectly

| Ellen Quackenbush |
Personas are a great tool for the right situation but are often over-used by marketing to communicate with customers and generate leads.  Personas define how a person in a specific role—let’s …
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Jedi Mind Tricks to Boost Sales and Protect Price

| Pete Morelli |
Holden Advisors consulting projects generally focus on the core competency of understanding, communicating, and mutually sharing in created value. Value is the central pillar of all best practices …
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