by Mark Boundy | Jan 7, 2019 | Sales Training and Consulting
There is almost nothing you can do for your business with a higher financial payback than getting your arms around your discounting practices. I want you to make a New Year’s resolution to put rigor and discipline around your discounting (some call it “pricing...
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...
by Mark Boundy | Feb 28, 2018 | Sales Training and Consulting
Sales professionals all know to find and leverage differentiation. The problem: far too few know that not all differentiation is equal. Remember, any differentiation you have doesn’t turn into value until it “makes a safe landing” in a customer’s brain and connects to...
by Mark Boundy | Feb 13, 2018 | blog, Sales Training and Consulting
Since customer focus is really value focus, selling processes and methodologies must make your anyone in a customer-facing role better at discovering value gaps. The reason: customer perceived value is the life-force driving all commerce. It’s the “invisible power”...
