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SAMA: Velocity

Consalia / 01 October 2008
Placed in the Strategic Account Management Association (SAMA) magazine, Velocity in 2008, the article explored winning large, complex sales opportunities. The article paid particular attention to the values based approach to winning large deals. The cases referenced in the article validated the Consalia Mindset or 'values' approach to winning large deals and highlight some astonishing results. This included a 67% conversion rate on Deals over $50 + for HP (a conversion rate that averaged 73% on subsequest deals), as well as the Tactful Audacity in saying "No" to a $450 million, seven year deal and still winning it! For more ...
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