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Tag Archives: Value

The Quarterly Business Review – It’s All About Value

In Sandler Enterprise Selling, the sales cycle is represented by a continuous process consisting of six stages. And continuity is the key as selling to and serving large enterprise accounts through streams of transactions over time in long-term relationships really has no end. That’s the enterprise world. The sixth and ...

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Create Value by Providing Choice

From 1915 through 1975 it was the largest grocery store chain in the United States. Today you probably never heard of it. It was called A&P. Only a few A&P stores remain open today. One mistake in particular accelerated their rapid decline: they underestimated the importance of choice. They made ...

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What Is Your Value Quotient?

You’ve heard of I.Q. You might also have heard about E.Q.—Emotional Quotient—which is emotional intelligence, something all salespeople need today. This means being able to handle yourself properly when conflict arises and being able to read people’s emotions and body language; A third addition is V.Q., which is Value Judgment ...

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Proving Value: Turning Client KPIs Into ROI

It can be difficult to demonstrate the value of social media to a client, especially if they’re building a social presence for the first time. But through targeted goal-setting, you can create a metrics-driven environment that helps your client see results. A client may not see the immediate value in ...

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