By 2012, after a series of acquisitions, Houghton Mifflin Harcourt (HMH) had 14 separate sales organizations, selling complementary products. However, each team still had its own sales systems, spreadsheets and methodologies. Lee Ramsayer, Executive Vice President of Global Sales and Linda Duchaine, Senior Vice President of Sales and Services Enablement, knew from experience that a single methodology would help unify the teams. With executive leadership support, they made the strategic decision to adopt the ValueSelling Framework ® as the keystone to an integration that involved a common sales system, a common sales process and a common language—all focused on the customer. The methodology is clean, clear and straight-forward. With ValueSelling, the sales organization is equ

Join for free to read