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...

Five Myths About Price and Discounting

by Mark Boundy | Mar 31, 2019 | blog, Heavy Hitters, Sales Training and Consulting

I can’t think of any concepts more misunderstood than price, pricing, and discounting.  An alarming number of businesses price poorly.  We even teach falsehoods about price at the college level.  Let’s discuss five myths about pricing, and its Mr. Hyde alter-ego,...

So Close But Yet So Far: Discounting while Perspective Selling

by Mark Boundy | Mar 26, 2019 | blog, Sales Training and Consulting

Conclusion of a Five Part Series. Are you selling with great perspective but still find your sellers discounting to win opportunities? Don’t worry, you aren’t alone; it’s alarmingly common. Happily, It just doesn’t need to be that way. Selling with...

The 3 Levels of Customer Acumen and Which One You Want

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...

See Your Product/Service Through the Customer’s Perspective

by Mark Boundy | Mar 12, 2019 | blog, Sales Training and Consulting

Part Three of a Five Part Series. You need solution acumen (product or service…applied to the customer situation) to craft win-win solutions. Previously, I introduced perspective: knowledge or insight that expands a customer’s understanding of one or more...