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...
