by Mark Boundy | Jul 4, 2019 | blog, Sales Training and Consulting
If the statement below should resonate with your customer, you probably operate in a mission-critical sales environment. “{What I sell} is Cheap. It’s Trouble that’s Expensive”. The mission critical sale is when your offer can affect your customer’s business or...
by Mark Boundy | Jan 23, 2018 | blog, Sales Training and Consulting
You’ve read the literature; you’ve bought into the rewards. You want a customer centric organization. A lot of leaders with the same aspirations get stuck at this point, asking “so what does Customer Centric look like”? More importantly, they want to know how do I...
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by Mark Boundy | Aug 8, 2017 | blog
want to cap off this series of posts by articulating the force that powers sales greatness: value focus. It enriches our entire model of sales performance — adding an entire third dimension. The “motive force” behind everything sales professionals do is value...
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by Mark Boundy | Aug 1, 2017 | blog
From prior posts, you’ve probably learned to value dynamic sales process, but would like more information on how to implement one. To review, here are the differences between the two, reproduced — courtesy of CSO Insights. Let’s explore the differences. In...
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by Mark Boundy | Jul 24, 2017 | blog
This article is part two in a series about achieving world-class results. In my last post, I shared definitions of sales process rigor and quality of customer relationship, plus CSO Insights’ conclusions about sales results associated with different levels of...
