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...
![How Much Sales Process Should My Company Adopt?]()
by Mark Boundy | Jul 18, 2017 | Sales Training and Consulting
I’ve held some interesting conversations recently with sales leaders about instilling sales process. Specifically, they asked how much process discipline is “the right amount”. The idea is that there’s such a thing as too much, or at least some amount that passes the...
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,...
