An Insight from the Queen of the Customer Visit

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...

The Power Behind Sales Greatness

by Mark Boundy | Aug 8, 2017 | blog

want to cap off this series of posts by articulating the force that powers sales greatness: value focus. It enriches our entire model of sales performance — adding an entire third dimension. The “motive force” behind everything sales professionals do is value...

From Formal Sales Process to Dynamic

by Mark Boundy | Aug 1, 2017 | blog

From prior posts, you’ve probably learned to value dynamic sales process, but would like more information on how to implement one. To review, here are the differences between the two, reproduced — courtesy of CSO Insights. Let’s explore the differences. In...

What World-Class Looks…And Acts Like

by Mark Boundy | Jul 24, 2017 | blog

This article is part two in a series about achieving world-class results.  In my last post, I shared definitions of sales process rigor and quality of customer relationship, plus CSO Insights’ conclusions about sales results associated with different levels of...