by Mark Boundy | Jan 7, 2020 | Sales Training and Consulting
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 self-assessment on your sales...
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 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...
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...
