by Mark Boundy | Nov 26, 2019 | Sales Training and Consulting
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...
by Mark Boundy | Nov 19, 2019 | Sales Training and Consulting
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...
by Mark Boundy | Nov 12, 2019 | Sales Training and Consulting
If your sales organization’s compensation plan fails to reward building value — and then pricing to it — you’ll get exactly what you’re asking for. And much worse—especially if you’re a sales leader. Let’s explore the implications....
by Mark Boundy | Nov 5, 2019 | blog, Heavy Hitters, Sales Training and Consulting
Every sales performance expert learns that adding rigor and process to average selling improves results. Not nearly as many know that rigor and process won’t accomplish the most important thing. The detail / rigor that methodology adds often...
by Mark Boundy | Oct 22, 2019 | blog, Heavy Hitters, Sales Training and Consulting
You are probably aware of the time value of money, but did you know that there is also a time value of selling value? In the finance world, when someone talks about the time value of money, they mean that a dollar received now is worth more than a dollar received...
by Mark Boundy | Aug 13, 2019 | blog, Heavy Hitters, Sales Training and Consulting
Companies must excel in managing their sales funnel at all levels. From salesperson self-diagnosis, to sales management one-on-ones, to executive funnel meetings, funnel management is key to understanding the health of the business. Ultimately, high-performing sales...
by Mark Boundy | Aug 5, 2019 | blog, Sales Training and Consulting
I get it. I’ve managed P & Ls, and I understand the options. Sometimes the best you can do during a business downturn is play to survive. This article is a reminder that what you dobefore hard times hitcan dictate your choices during. The Cost of Cost-cutting...
by Mark Boundy | Aug 2, 2019 | blog, Sales Training and Consulting
There are more influencers in your sale than last year, but you could turn that into an advantage. Anyone in the Business-to-business selling world has heard it every year – for years. The number of people at customers involved in the group buying decision – the...
by Mark Boundy | Jul 21, 2019 | blog, Sales Training and Consulting
It’s often tempting to discount your way out of a stressful situation, but sometimes you’re doing more harm than good. Discounting is sometimes necessary…but often, it’s the biggest mistake you can make. How do you know when you’re in that situation? Full disclosure...
by Mark Boundy | Jul 16, 2019 | blog, Sales Training and Consulting
We all have blind spots, but not all of us make a point of trying to uncover and cure them. When the blind spot belongs to a leader, an organization can pay the price. I see several recurring blinds spots with sales leaders, and wanted to share these five. Not...
