Boundy’s Blog & Podcasts

What’s Changed. What Hasn’t

What’s Changed. What Hasn’t

The world has changed overnight…or has it? Maybe, any “changes” have really simply been peeling away appearances, forcing us to get back to the key fundamentals.  To illustrate, here are a few examples. Focus on Your Business, Not the Distraction. It’s alarmingly easy...

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What is Your Sales Reputation?

What is Your Sales Reputation?

Now that you’ve closed out another quarter -- some of us, another year – it’s a good time to reflect. You should ponder some big themes that will affect your business results in this new year. It's time to do a little...

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How’s Your Customer Focus Journey Going?

How’s Your Customer Focus Journey Going?

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 far...

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Using Value Networks to Grow Your Business

Using Value Networks to Grow Your Business

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...

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Lemming Sales Enablement: Are You Guilty?

Lemming Sales Enablement: Are You Guilty?

Is Sales Enablement paid to solve the important problems or simply the acknowledged ones? I’m not being snarky. I’ve worked in some large companies, and know how dysfunction sets in and works.  I understand and sympathize with the social and political...

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Better Forecasting: Know your Customer’s Why

Better Forecasting: Know your Customer’s Why

Sales forecasting is hard, because it’s predicting what will happen in a customer’s mind.  What makes forecasting easier for a value-focused sales professional is the same thing. When your sales process is centers on how each customer values your...

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