![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 | 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....
![You Need Both: Sales Process AND Sales Methodology]()
by Mark Boundy | Aug 8, 2017 | blog
want to cap off this series of posts by articulating the force that powers sales greatness: value focus. It enriches our entire model of sales performance — adding an entire third dimension. The “motive force” behind everything sales professionals do is value...
![You Need Both: Sales Process AND Sales Methodology]()
by Mark Boundy | Aug 1, 2017 | blog
From prior posts, you’ve probably learned to value dynamic sales process, but would like more information on how to implement one. To review, here are the differences between the two, reproduced — courtesy of CSO Insights. Let’s explore the differences. In...
![You Need Both: Sales Process AND Sales Methodology]()
by Mark Boundy | Jul 24, 2017 | blog
This article is part two in a series about achieving world-class results. In my last post, I shared definitions of sales process rigor and quality of customer relationship, plus CSO Insights’ conclusions about sales results associated with different levels of...
