by Mark Boundy | Jun 18, 2019 | blog, Sales Training and Consulting
A lot of sales performance consultants are true experts, but their expertise often stops right where your value culture problems start. The problem? Sales performance falters at many points outside of the sales silo. If your sales performance efforts define...
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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...
![See Your Product/Service Through the Customer’s Perspective]()
by Mark Boundy | Feb 20, 2019 | blog
In the sales performance space, there are those who think sales process and methodology are the same thing, and those who realize they’re different. If you couldn’t tell which side of the debate I’m on, they’re different, and do different jobs. Some of the...
by Mark Boundy | Nov 28, 2018 | blog
A respected friend gave me a great insight a few days ago about her role in organizing customer visits…you know, when a large prospective customer comes to the factory/headquarters to perform detailed investigation of one or more critical issues. She was renowned for...
by Mark Boundy | Oct 2, 2018 | blog, Sales Training and Consulting
“Thanks to my CRM for helping me win that deal” said no salesperson ever. In fact, CRM is almost universally looked on as serving management, not sales. Salespeople view CRM as a hammer to measure compliance, not a tool. CRM utilization is a constant battle, where...
