Why is value-based selling so important?
Mercuri International
MARCH 8, 2022
Beginning in the 1990s, models were introduced to manage companies based on long-term shareholder value, rather than short-term ratios. 4 Those models were supplemented by attempts to capture value drivers, such as balanced scorecard 5 and intangibles such as intellectual capital. The Future State of Sales. 3 Gejrot, B. Koller, T. &
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