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  • blog_client_financial_insight_image.jpg
    Oct 12, 2017 | Stephen Timme

    A critical component in developing comprehensive client insights is knowing how a client’s executives are compensated.  We’ll explore several dimensions of executive compensation: developing insights into how executives make decisions how to effectively use compensation in conversation...

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  • tech_kpi_blog_image.jpg
    Sep 8, 2017 | Becca Sundal

    It’s a well-worn – but still true – adage that we can’t manage what we don’t measure. As sellers, you know what the technology you sell actually does – or what its features, functions, and specs are. But do you know how to illustrate the measurable value of what you’re selling to your customer...

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  • blog_client_financial_insight_image.jpg
    Aug 24, 2017 | Stephen Timme

    When you have insights into a client’s financial performance – you have a competitive edge.  In Part 1 of this series, we explored the benefits of selling with financial insights and how they’re an integral part of insight-led selling. Part 2 provided a case study on developing financial insig...

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