![You Need Both: Sales Process AND Sales Methodology]()
by Mark Boundy | Feb 20, 2019 | blog
In the sales performance space, there are those who think sales process and methodology are the same thing, and those who realize they’re different. If you couldn’t tell which side of the debate I’m on, they’re different, and do different jobs. Some of the...
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...
by Mark Boundy | Oct 2, 2018 | blog, Sales Training and Consulting
“Thanks to my CRM for helping me win that deal” said no salesperson ever. In fact, CRM is almost universally looked on as serving management, not sales. Salespeople view CRM as a hammer to measure compliance, not a tool. CRM utilization is a constant battle, where...
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 | Jul 24, 2018 | Sales Training and Consulting
Last week, in part one of this three-part series, I made the case that CRM alone is not enough for an effective sales system. This week, let’s talk about what B2B selling organizations need instead. What We’re Going For: The Goals of a World-Class Selling System....
