Defining Value Today has an excerpt from a new book from C.K. Prahalad and M.S. Krishnan.  They provide an interesting take on a topic we have been studying of late – value. Salespeople have to know their company’s value proposition in the market.  That last part, in the market, is the key.  We have seen plenty of companies who have an internal perception of their value, but some times it is not based in reality.  Salespeople have to sort this problem out, which is an area in which we assist them. At any rate, these opening graphs caught my attention as they elucidate a value trend we are seeing in the marketplace… Read More

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