by Mark Boundy | Dec 31, 2019 | Customer Value, Sales Training and Consulting
The last of a 4 part series. If you aren’t enabling a culture of continuously improving value focus, you’re falling behind some competitor. In part one of this series, I introduced the idea that customer-perceived value is the kernel within “customer...
by Mark Boundy | Dec 24, 2019 | Sales Training and Consulting
Part 3 of a 4 part series. The ability to sell the value of your offer–then price it–is what pays for all of the value your company works so hard to produce. Customer value is the kernel within “customer focused” that moves customer decisions,...
by Mark Boundy | Dec 17, 2019 | Customer Value
Part 2 of a 4 part Series. In my last article, I declared that “customer focus” is too vague to measure and implement, but that “customer value focus” was the essence inside customer focus that you were unknowingly seeking. Then I introduced...
by Mark Boundy | Dec 10, 2019 | Sales Training and Consulting
If you can’t define “being customer focused” or can’t measure it, you can’t know if you’re doing it. Many company leaders want to achieve customer focus. Fewer know exactly what that term means. Fewer still can describe specific behaviors to know how...
by Mark Boundy | Dec 3, 2019 | Sales Training and Consulting
The craft of sales is one of increasing the overlap between what outcomes a customer desires for themselves, and what outcomes the seller’s offer can deliver. Increasing that overlap requires the seller to: Conduct insightful discovery into the customer’s business and...
