Mark Boundy
@BoundyMark
Followers
219
Following
38
Media
17
Statuses
248
I grow companies by focusing on customer Value: Generating, selling, and pricing..Love Cooking, Adventures, and People: helping, growing, and watching.
Phoenix, AZ
Joined March 2015
Too often, we ask sales people to perform tasks that don't improve selling. Some of these simplify the manager's work, which is "less bad" than performing tasks that gather information that nobody really uses anyway. Look at sales automation with a skeptical eye.
1
0
6
Check out my latest article: It's the Company's Job to Make a Profit at the Price I Sold it https://t.co/F9kMlH9fFc via @LinkedIn
linkedin.com
Yes, there are really salespeople who say that. And while only a few are dumb enough to say this part out loud, waaaaay too many sales forces are filled with discount addicts.
1
0
3
Check out my latest article: Outcomes and Benefits are Different. Only the Mediocre Sell Benefits https://t.co/2ExkxVknBY via @LinkedIn
linkedin.com
I see some well-meaning posts here on LinkedIn exhorting sellers to stop selling features and start selling benefits. With all due respect.
0
0
0
Check out my latest article: Business Leaders: Are Your Sellers Leaving Pricing Dollars On the Table? https://t.co/u5BZJvpkZ9 via @LinkedIn
linkedin.com
…And if so, how many missed dollars do you think it adds up to? Stop reading for a moment and write down your personal estimate. Make a note to get estimates from your entire executive leadership...
0
0
0
Check out my latest article: Do You Need A 100 Day Plan? https://t.co/WMVWzWTQ1T via @LinkedIn
linkedin.com
100 days from today (August 15) will be Monday, November 25. What will you be doing and worrying about in 100 days…and what should you be hustling to improve now, so that you’re on a roll then? 100...
0
0
0
Check out my latest article: Forecast Accuracy and the Sales Industrial Complex. https://t.co/CsSMa4vSER via @LinkedIn
linkedin.com
We all know (don’t we? Here’ s some research you should be aware of) that sales forecast accuracy is dismal. Typically, after your salespeople have dumped enough time into an opportunity to feel...
0
0
0
Check out my latest article: The Decision Process is the Decision Result https://t.co/OjQ3d8DPqv via @LinkedIn
linkedin.com
We like to think we make great decisions, but the reality is that as soon as you define how you decide (the decision rules, criteria, how discussion happens, who speaks first, who is invited to...
0
0
0
Check out my latest article: That “57% of the Customer Journey” Statistic is BS ! https://t.co/KSGabzz1Rh via @LinkedIn
linkedin.com
We’ve all heard “the average B2B customer goes through 57% of their buying journey before engaging a sales person. Stop caring about what the average customer does! “57% of the buying journey” tells...
0
0
0
Two customer dimensions drive your sales approach or should HD 720p https://t.co/91AHey3OAK via @YouTube
0
0
0
Check out my latest article: A Catch-22 Came to Sales. What are You Doing About it? https://t.co/dPxoUkBqgR via @LinkedIn
linkedin.com
Have you been building a customer base that doesn’t want your sales people around? A lot of companies are working their butts off – and investing huge sums on sophisticated technology stacks which...
0
0
0
Check out my latest article: Some Customers Welcome a Trusted Expert...Some Don't. Tell Which and Prosper. https://t.co/mVBFh4PJyD via @LinkedIn
linkedin.com
Two B2B sales models have emerged over the last decade or so, without most of us knowing it. In 2022, that divergence will become clearer.
0
0
0
Check out my latest article: Is Your Sales Funnel Killing Your Business? https://t.co/7UEU5igzko via @LinkedIn
linkedin.com
Sales funnels are really useful…until you let them affect your customer relationships. Then, if you’re not careful, they’ll cause customer relationship cancer.
0
0
0
Check out my latest article: Sell For Show, Differentiate for Dough https://t.co/Nwv37TiQgM via @LinkedIn
linkedin.com
While many Sales Consultants specialize in specific industries, I have defined my niche differently: companies who produce a differentiated product or service, and who want to be fairly compensated...
0
0
0
Check out my latest article: Are You Still Using “Zombie” Sales Metrics? https://t.co/rs1cCVW8Jo via @LinkedIn
linkedin.com
Today’s sales leaders need to stop using yesterday’s metrics…whose usefulness died long ago. Disagree? If you have such great metrics, why Is “No Decision” beating you so badly and so often? “No...
0
0
0
Check out my latest article: You can’t just sell value anymore. You need to BE the value. https://t.co/PCwAREGA4c via @LinkedIn
linkedin.com
Recently, Gartner found that 89% of business-to-business (B2B)buyers felt that they received high quality content to assist their buying processes. Unfortunately, 9% Found that information helpful...
0
0
0
Check out my latest article: Five Myths About Price and Discounting https://t.co/xPBZaxiLtk via @LinkedIn
linkedin.com
I can’t think of any concepts more misunderstood than price, pricing, and discounting. An alarming number of businesses price poorly, losing out on profits as a result.
0
0
0
One week from today, I'll be hosting an executive briefing that builds on this topic. Register here: https://t.co/Jd0rPyMPWw
#b2b #valueselling #valuebasedpricing #csuitenetwork
https://t.co/FKwWgBSfZh via @LinkedIn
linkedin.com
Hundreds of the world’s most successful B2B sales performance consultants over decades of opportunity reviews agree: Sales people fail to understand customer outcomes. That means they can’t possibly...
0
0
0
Check out my latest article: Customer Churn and the Covid Economy. https://t.co/vvoQjENmAV via @LinkedIn
linkedin.com
With new prospects so difficult to win right now, you must get on top of your account loss and new account acquisition rates. Remember, each existing piece of business that you lose needs to be...
0
0
0