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Lessons from the NPR Member Drive

| richardharrington |
As I work, I generally enjoy having music in the background. My favorite local station here in Minneapolis is The Current, a contemporary music station with a more eclectic mix than the local comme…
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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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