by Mark Boundy | May 19, 2019 | blog, Sales Training and Consulting
Many experts agree that selling with perspective/insightimproves selling performance, but most ignore the role played by business acumen. Business expertise is foundational to perspective selling success. Ignoring it is a mistake; best case, you can win...
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 | Apr 13, 2019 | blog, Sales Training and Consulting
Selling — and business — isn’t about what your customer says they want as much as it’s about what they value. Sure, translating from the first to the second takes skill, but value is what really matters. It’s at the heart of sales, marketing,...
![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...
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,...
