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...
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...
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...
by Mark Boundy | Mar 19, 2019 | blog, Sales Training and Consulting
Part Four of a Five Part Series. Customer acumen the third essential pillar of perspective selling. Consider this situation: you know your prospect’s business in-depth and how your solution perfectly connects to their situation. Still, you can’t seem to make progress...
![See Your Product/Service Through the Customer’s Perspective]()
by Mark Boundy | Mar 12, 2019 | blog, Sales Training and Consulting
Part Three of a Five Part Series. You need solution acumen (product or service…applied to the customer situation) to craft win-win solutions. Previously, I introduced perspective: knowledge or insight that expands a customer’s understanding of one or more...
