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Category: value

A Case Study: Quantifying Value

January 28th, 2013 by

Written by Steve Gielda, Principal – Ignite Selling Quantifying value will never be for the feint of heart. It is not the first thing a rookie sales person learns. Understanding the industry, the products, and the customers are all vital and essential. But quantifying the value of what you are selling is also important for […]

What’s this Really Going to Cost Me?

January 21st, 2013 by

Written by Kevin Jones, Principal – Ignite Selling We have said it before and we will say it again. Every sales person has something to sell. And every product and service has a price tag. As we think about quantifying value, one thing we need to think about is the price. We will refer to […]

Quantifying Value: Champagne Anyone?

January 16th, 2013 by

Written by Kevin Jones, Principal – Ignite Selling Introduction In July 2011, two bottles of liquid treasure, in this case French champagne, crossed half the globe, from The Åland Islands off the coast of Finland to a Russian restaurant in Singapore, Buyan Haute Cuisine and Caviar Bar. The restaurant paid $78,400 US in an online […]