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...
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 | 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 | Feb 28, 2018 | Sales Training and Consulting
Sales professionals all know to find and leverage differentiation. The problem: far too few know that not all differentiation is equal. Remember, any differentiation you have doesn’t turn into value until it “makes a safe landing” in a customer’s brain and connects to...
by Mark Boundy | May 22, 2017 | Sales Training and Consulting
The topic “complex sales” appears all over the selling performance landscape. There are a few definitions of the term making the rounds; thankfully, they’re pretty similar. All include multiple people making a buying decision. I’d like to propose a slightly...
