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. 1 ProSales Institute (2016). References.
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