![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 | Nov 28, 2018 | blog
A respected friend gave me a great insight a few days ago about her role in organizing customer visits…you know, when a large prospective customer comes to the factory/headquarters to perform detailed investigation of one or more critical issues. She was renowned for...
by Mark Boundy | Feb 28, 2018 | Sales Training and Consulting
Sales professionals all know to find and leverage differentiation. The problem: far too few know that not all differentiation is equal. Remember, any differentiation you have doesn’t turn into value until it “makes a safe landing” in a customer’s brain and connects to...
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...
by Mark Boundy | May 3, 2017 | Sales Training and Consulting
Sales is not a zero sum game. While many (especially negotiation) “experts” seem to operate under the assumption that when the customer gains, the seller loses, this is absolutely not the case for professional sellers. The best sellers explore customer value in ways...
