by Mark Boundy | Jul 16, 2019 | blog, Sales Training and Consulting
We all have blind spots, but not all of us make a point of trying to uncover and cure them. When the blind spot belongs to a leader, an organization can pay the price. I see several recurring blinds spots with sales leaders, and wanted to share these five. Not...
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 | Apr 30, 2019 | blog, Sales Training and Consulting
Selling value is great, but it isn’t the solution it used to be. The world – and customers — have changed around static solutions, and now we need to rethink the whole idea of selling value. Selling Value can no longer be the responsibility of any single...
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,...
by Mark Boundy | Jan 29, 2019 | blog
I just finished reading The Silo Effect. The Peril of Expertise and the Promise of Breaking Down Barriers, a 2015 Book by Gillian Tett of The Financial Times. I recommend it to anyone in a business leadership position. For my own work with clients, I found Ms....
