by Mark Boundy | Nov 12, 2019 | Sales Training and Consulting
If your sales organization’s compensation plan fails to reward building value — and then pricing to it — you’ll get exactly what you’re asking for. And much worse—especially if you’re a sales leader. Let’s explore the implications....
by Mark Boundy | Feb 28, 2017 | Sales Training and Consulting
High-performing sales people combine three qualities. One, product expertise, emphasizes the importance of customer value over features and benefits most product training normally provides. Miller Heiman Group is well-known (too narrowly in my opinion; more later) for...
by Mark Boundy | Sep 23, 2016 | Sales Training and Consulting
My Full-Value Selling™ methodology helps sales professionals achieve differentiation by developing deeper insights into their customers’ businesses. Sales professionals need to develop an ability to hunt for value in order to differentiate their offerings. The...
