Boundy’s Blog & Podcasts

The Time Value of Selling Value

The Time Value of Selling Value

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...

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Playing To NOT Lose In a Recession

 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...

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Buying Ecosystems Are Growing: Is That so Bad?

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...

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Is Discounting This Deal Suicidal? Five Ways to Tell.

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...

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Five Sales Leader Blinds Spots

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...

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Does Your Customer Know Your Offer is Mission Critical?

If the statement below should resonate with your customer, you probably operate in a mission-critical sales environment. “{What I sell} is Cheap. It's Trouble that’s Expensive”. The mission critical sale is when your offer can affect your customer’s business or...

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Value-Focused Cultures Think Differently

A lot of sales performance consultants are true experts, but their expertise often stops right where your value culture problems start.  The problem? Sales performance falters at many points outside of the sales silo.  If your sales performance efforts define...

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