by Mark Boundy | Jun 4, 2019 | blog, Sales Training and Consulting
The “winning more sales” industry is huge, crowded, and noisy; the “winning profitable sales” industry is, well…disturbingly quiet. There are a few sales performance companies who put words like “profitable” into their taglines. Unfortunately, precious few know how to...
by Mark Boundy | Mar 5, 2019 | blog, Sales Training and Consulting
Part one of a five Part Series. You may have heard the similar terms perspective selling, insight selling, challenger selling etc. and wondered what the big deal is. Are these passing fad or enduring principle restated? Good news: while the promotional buzz is...
by Mark Boundy | Feb 6, 2019 | blog, Sales Training and Consulting
If you’ve ever read an article you liked from me, thank you (whether you hit a “like” button or not). To keep the research-based quality of my articles up, I need something from you. Here’s the thing: The time I spend writing is dwarfed by the time I spend reading...
by Mark Boundy | Jul 24, 2018 | Sales Training and Consulting
Last week, in part one of this three-part series, I made the case that CRM alone is not enough for an effective sales system. This week, let’s talk about what B2B selling organizations need instead. What We’re Going For: The Goals of a World-Class Selling System....
by Mark Boundy | Jul 3, 2018 | blog, Sales Training and Consulting
I’ve read the term “value messaging” a lot lately, and it disturbs me. It’s growing in popularity. Even my own company, CSO Insights, uses it to describe how to communicate value to a prospect. CEB promotes a combination of commercial Insights (customer value, level...
