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...
![See Your Product/Service Through the Customer’s Perspective]()
by Mark Boundy | Mar 12, 2019 | blog, Sales Training and Consulting
Part Three of a Five Part Series. You need solution acumen (product or service…applied to the customer situation) to craft win-win solutions. Previously, I introduced perspective: knowledge or insight that expands a customer’s understanding of one or more...
by Mark Boundy | Mar 5, 2019 | blog, Sales Training and Consulting
Part Two of a five Part Series. Without business acumen, you can’t provide meaningful perspective. In my last article, I discussed Perspective selling, and its cousins, insight & Challenger selling – and how powerful they are. First, I...
by Mark Boundy | Mar 5, 2019 | blog, Sales Training and Consulting
Part one of a five Part Series. You may have heard the similar terms perspective selling, insight selling, challenger selling etc. and wondered what the big deal is. Are these passing fad or enduring principle restated? Good news: while the promotional buzz is...
