by Mark Boundy | Jul 20, 2020 | blog
I just had a sales conversation which made my day. Even better: it was during a first discovery call. That means the prospect can make my day again when they select my offer. And maybe more times after that. During a video call, I asked him a...
by Mark Boundy | Apr 19, 2020 | blog, Customer Value, Heavy Hitters
Every business in the world has been bombarded with changes. Most headlines emphasize the bad ones, and I don’t want to minimize them. However, there are some significant opportunities among the wreckage. It’s time to think about how to capitalize.
by Mark Boundy | Mar 23, 2020 | blog, Customer Value
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...
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...