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EDF Energy
The Situation EDF Energy is one of the U.K.’s largest energy companies, employing nearly 13,000 people and generating, distributing, and supplying power to 7.8 million homes and businesses across...
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Fisher Healthcare
Driving Organic Growth The Situation The executive team of Fisher HealthCare realized they were at a crossroads: continue business as usual, slowly losing market share and profitability, or reorient...
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SunGard Availability Services
Aligning and Equipping Strategic Account Management to Win in a Rapidly Changing Market “Time and again our AEs attended these [strategic account management] classes with other stakeholders within the...
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Telstra
Telstra Business: From Product to Solution Provider, from Transactional Vendor to Trusted Advisor “I honestly believe that the adoption and reinforcement of VBS (Value-Based Selling) has not only...
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Häagen-Dazs
Sweetening the Customer Experience and Revenue at Häagen-Dazs The Situation Häagen-Dazs, a unit of General Mills, is one of the most recognized and respected ice cream brands in the world—a brand...
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Deloitte & Touche
Focusing on Business Results: Deloitte & Touche The Situation Faced with a business environment of mergers, fierce competition, fee sensitivity, and pressure to attract and retain talent, Deloitte...
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Bank of America
Transforming Sales Management at Bank of America The Situation Bank of America’s Consumer Real Estate unit provides mortgage and lending services to retail and commercial clients. The bank is a leader...
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TNT Express
Driving Growth Through Consultative Selling at TNT Southeast Asia and India “We needed to make a paradigm shift from transactional to consultative selling so that the organization could achieve its...
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