Does Your Sales Approach Blow Off Profits?

by Mark Boundy | May 19, 2019 | blog, Sales Training and Consulting

Many experts agree that selling with perspective/insightimproves selling performance, but most ignore the role played by business acumen.  Business expertise is foundational to perspective selling success. Ignoring it is a mistake; best case, you can win...

Five Reasons Your Salespeople Aren’t Good In the C-Suite

by Mark Boundy | Apr 22, 2019 | blog, Heavy Hitters, Sales Training and Consulting

If your well-trained salespeople are having trouble getting into — then being effective in — the C-suite, you aren’t alone. It’s pretty common. There are a couple main reasons, some of which are easier to correct than others. I’ve been in the sales...

Five Myths About Price and Discounting

by Mark Boundy | Mar 31, 2019 | blog, Heavy Hitters, Sales Training and Consulting

I can’t think of any concepts more misunderstood than price, pricing, and discounting.  An alarming number of businesses price poorly.  We even teach falsehoods about price at the college level.  Let’s discuss five myths about pricing, and its Mr. Hyde alter-ego,...

So Close But Yet So Far: Discounting while Perspective Selling

by Mark Boundy | Mar 26, 2019 | blog, Sales Training and Consulting

Conclusion of a Five Part Series. Are you selling with great perspective but still find your sellers discounting to win opportunities? Don’t worry, you aren’t alone; it’s alarmingly common. Happily, It just doesn’t need to be that way. Selling with...

Perspective Without Business Acumen: Is That Even a Thing?

by Mark Boundy | Mar 5, 2019 | blog, Sales Training and Consulting

Part Two of a five Part Series. Without business acumen, you can’t provide meaningful perspective. In my last article, I discussed Perspective selling, and its cousins, insight & Challenger selling – and how powerful they are. First, I...