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 | Feb 13, 2018 | blog, Sales Training and Consulting
Since customer focus is really value focus, selling processes and methodologies must make your anyone in a customer-facing role better at discovering value gaps. The reason: customer perceived value is the life-force driving all commerce. It’s the “invisible power”...
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...
by Mark Boundy | May 22, 2017 | Sales Training and Consulting
Miller Heiman Group is running ads with the theme “Why We Love Selling”. Taken together, the theme is helping individuals achieve success in selling careers to open up more options in their lives. Here is a link to a YouTube page containing some of them: Personally,...
by Mark Boundy | May 3, 2017 | Sales Training and Consulting
Sales is not a zero sum game. While many (especially negotiation) “experts” seem to operate under the assumption that when the customer gains, the seller loses, this is absolutely not the case for professional sellers. The best sellers explore customer value in ways...
