![The Sales Initiative With the Highest ROI]()
by Mark Boundy | Apr 9, 2019 | blog, Sales Training and Consulting
There are so many initiatives to choose from in sales performance area — it can be hard to prioritize, but limiting discounting is a no-brainer. Which one has the highest ROI? For most businesses the highest yield comes from building a systematic approach...
by Mark Boundy | Mar 19, 2019 | blog, Sales Training and Consulting
Part Four of a Five Part Series. Customer acumen the third essential pillar of perspective selling. Consider this situation: you know your prospect’s business in-depth and how your solution perfectly connects to their situation. Still, you can’t seem to make progress...
by Mark Boundy | Jan 7, 2019 | Sales Training and Consulting
There is almost nothing you can do for your business with a higher financial payback than getting your arms around your discounting practices. I want you to make a New Year’s resolution to put rigor and discipline around your discounting (some call it “pricing...
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....
