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The Virtues of Value

Understanding the financial value your products and services create for customers is the most important forward-looking capability to build confidence in customer facing teams.
By Alison Yama Today’s managers have access to more information regarding purchase decisions and history, customer demographics, volumes, timing, buying center, and the list g… http://www.holdenadvisors.com/holden-resource-center/blog/2017/04/virtues-value/

If Value Falls in the Woods

Does value only exist if the customer recognizes it?
By 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 … http://www.holdenadvisors.com/holden-resource-center/blog/2017/03/if-value-falls-woods/

Your Customers Want You to Grow with Them…Just Listen!

Listening to your customer's needs and meeting them are the key to mutually profitable growth
By Saad Shahzad Every company that we have worked with wants to grow. They set growth targets and communicate it to their shareholders. Achieving these targets can mean make or… http://www.holdenadvisors.com/holden-resource-center/blog/2016/11/your-customers-want-you-grow-themjust-listen/

Won & Done

Disengaging after the Close Opens the Door for Competition
By Ellen Quackenbush Congratulations! You just inked a major deal that you’ve been working on for the past six months. You carefully worked the deal through a complex buying pr… http://www.holdenadvisors.com/holden-resource-center/blog/2016/03/won-done/