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 | 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 | Oct 2, 2018 | blog, Sales Training and Consulting
“Thanks to my CRM for helping me win that deal” said no salesperson ever. In fact, CRM is almost universally looked on as serving management, not sales. Salespeople view CRM as a hammer to measure compliance, not a tool. CRM utilization is a constant battle, where...
by Mark Boundy | Aug 21, 2018 | blog, Sales Training and Consulting
This article is part three of a three-part series on the future of sales performance. In parts 1 and 2, I wrote that: CRM alone not enough; in fact, many companies have found it’s the tail that wags the dog. Process, and even more importantly, methodology are real...
by Mark Boundy | Jul 24, 2018 | Sales Training and Consulting
Last week, in part one of this three-part series, I made the case that CRM alone is not enough for an effective sales system. This week, let’s talk about what B2B selling organizations need instead. What We’re Going For: The Goals of a World-Class Selling System....
