by Mark Boundy | May 13, 2019 | blog, Sales Training and Consulting
I just read – and highly recommend – The Coaching Effect, What Great Leaders Do To Increase Sales, Enhance Performance, and Sustain Growthby Bill Eckstrom and Sarah Wirth. Besides my involvement in teaching, guiding, and practicing coaching with clients, Iread a lot...
![There Are Two Kinds of Training. Only One Works.]()
by Mark Boundy | Jan 23, 2019 | blog, Sales Training and Consulting
For as long as I’ve been working, I’ve experienced training. We all have. We also know that it doesn’t’ always “stick”. This is especially true of sales training. Let me share one big “why”. As my role transitioned into sales leadership, and now consulting,...
by Mark Boundy | May 3, 2017 | Sales Training and Consulting
Sales is not a zero sum game. While many (especially negotiation) “experts” seem to operate under the assumption that when the customer gains, the seller loses, this is absolutely not the case for professional sellers. The best sellers explore customer value in ways...
![There Are Two Kinds of Training. Only One Works.]()
by Mark Boundy | Apr 23, 2017 | Sales Training and Consulting
Your sales funnel (also known as the sales pipeline) is far more than just a prediction/forecasting tool. At their most powerful, funnels show sales function health – and a disciplined, clean funnel predicts sales results. For managers, funnels communicate the health...
![There Are Two Kinds of Training. Only One Works.]()
by Mark Boundy | Apr 4, 2017 | Sales Training and Consulting
It’s said that sergeants run the army. Unit commanders implement strategies from top brass, equipping, training and motivating each soldier to perform as part of the whole. Similarly, first-line sales managers are the key link in sales performance. They need to make...
