by Mark Boundy | Jul 21, 2019 | blog, Sales Training and Consulting
It’s often tempting to discount your way out of a stressful situation, but sometimes you’re doing more harm than good. Discounting is sometimes necessary…but often, it’s the biggest mistake you can make. How do you know when you’re in that situation? Full disclosure...
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 | Jun 18, 2019 | blog, Sales Training and Consulting
A lot of sales performance consultants are true experts, but their expertise often stops right where your value culture problems start. The problem? Sales performance falters at many points outside of the sales silo. If your sales performance efforts define...
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...
