by Mark Boundy | Aug 21, 2018 | blog, Sales Training and Consulting
This article is part three of a three-part series on the future of sales performance. In parts 1 and 2, I wrote that: CRM alone not enough; in fact, many companies have found it’s the tail that wags the dog. Process, and even more importantly, methodology are real...
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 | Jan 9, 2018 | blog, Sales Training and Consulting
Your decisions are the result of the decision-making process you employ to make them. Let me illustrate using a story. When my kids were growing up, we had a family tradition of going out dinner every Sunday night. My wife and I were both great cooks. While it was...
by Mark Boundy | Aug 16, 2017 | blog, Sales Training and Consulting
In the new world of “selling with perspective”, sellers need a foundation of business acumen to help the customer envision how they will be successful. The catch with perspective selling: your perspective means nothing to a customer until they internalize...
