by Mark Boundy | Apr 30, 2019 | blog, Sales Training and Consulting
Selling value is great, but it isn’t the solution it used to be. The world – and customers — have changed around static solutions, and now we need to rethink the whole idea of selling value. Selling Value can no longer be the responsibility of any single...
by Mark Boundy | Apr 22, 2019 | blog, Heavy Hitters, Sales Training and Consulting
If your well-trained salespeople are having trouble getting into — then being effective in — the C-suite, you aren’t alone. It’s pretty common. There are a couple main reasons, some of which are easier to correct than others. I’ve been in the sales...
by Mark Boundy | Jul 3, 2018 | blog, Sales Training and Consulting
I’ve read the term “value messaging” a lot lately, and it disturbs me. It’s growing in popularity. Even my own company, CSO Insights, uses it to describe how to communicate value to a prospect. CEB promotes a combination of commercial Insights (customer value, level...
by Mark Boundy | Mar 27, 2018 | Sales Training and Consulting
I hear even highly-respected consultants express dangerous misconceptions about price and discounting. I suspect it’s because so many people took basic economics to heart without digging deeper into the underlying assumptions or learning the true role of pricing. No...
by Mark Boundy | Mar 21, 2018 | blog, Sales Training and Consulting
In the sales performance space, there is a growing disconnect between performance focus and learning focus. If my email and voice mails are any indicator, there is an explosion in learning technology options crowding into the sales enablement world. An important part...
