by Mark Boundy | Mar 31, 2019 | blog, Heavy Hitters, Sales Training and Consulting
I can’t think of any concepts more misunderstood than price, pricing, and discounting. An alarming number of businesses price poorly. We even teach falsehoods about price at the college level. Let’s discuss five myths about pricing, and its Mr. Hyde alter-ego,...
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...
![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 | Jun 27, 2017 | blog
In case you didn’t notice the new selling environment or missed reading about it in hundreds of articles, blog posts, and research reports, selling has changed: Customers Self-inform, and many make simple buying decisions over the Internet. Even customers making more...
