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 | Apr 13, 2019 | blog, Sales Training and Consulting
Selling — and business — isn’t about what your customer says they want as much as it’s about what they value. Sure, translating from the first to the second takes skill, but value is what really matters. It’s at the heart of sales, marketing,...
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...
