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Situational Buyer Type: From Value Buyer to Poker Player

| saadshahzad |
When we train people on Negotiating with Backbone, every now and then we get the question, “Can a buyer type change at different times?” The answer we give is, “Yes, it depends on the situatio…
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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 accep…
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Value Advice for Financial Advisors

| richardharrington |
In an article in the Wall Street Journal last week, columnist Andrea Fuller detailed her journey through the frustrations of trying to find out the fees (read: price) she pays her financial advisor…
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Change Your Customer Relationship and Eliminate Profit-Eroding Bad Habits

| Holden Advisors |
I had lunch recently with Mark S., owner of a small manufacturing and distribution firm who announced, “I had to divorce one of my largest customers today.” I wasn’t taken back by his statement, as…
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