Sales POP - Purveyors of Propserity
Clear
15 results
New Opportunities in the “New Normal” for Domestic Suppliers

New Opportunities in the “New Normal” for Domestic Suppliers

Prospecting / May 7, 2020 / Mark Boundy

Every business in the world has been bombarded with changes.  Most headlines emphasize the bad ones, and I don’t want to minimize them. However, there are some significant opportunities among the wreckage.  It’s time to think about whether and how you can capitalize. New Normals….Plural…and one Over-arching Change. We aren’t in for a single “new ... Read More

Enablement and Elite Customer Focus: Value Focus

Enablement and Elite Customer Focus: Value Focus

For Sales Pros / Feb 9, 2020 / Mark Boundy

The last of a 4 part series. If you aren’t enabling a culture of continuously improving value focus, you’re falling behind some competitors. In part one of this series, I introduced the idea that customer-perceived value is the kernel within “customer focus” that actually moves customer decisions, and you need to focus sharply on value. ... Read More

Sell…and Price…At Elite Level

Sell…and Price…At Elite Level

For Sales Pros / Feb 2, 2020 / Mark Boundy

Your Value Focus Journey  Part 3 of a 4 part series. The ability to sell the value of your offer–then price it–is what pays for all of the value your company works so hard to produce. Customer value is the kernel within “customer-focused” that moves customer decisions, and you need to focus sharply on value. ... Read More

Your Value Focus Journey: Organizational Alignment

Your Value Focus Journey: Organizational Alignment

For Sales Pros / Jan 26, 2020 / Mark Boundy

Part 2 of a 4 part series. In my last article, I declared that “customer focus” is too vague to measure and implement, but that “customer value focus” was the essence inside customer focus that you were unknowingly seeking. Then I introduced three domains in which any journey toward value focus should operate. In this ... Read More

How’s Your Customer Focus Journey Going?

How’s Your Customer Focus Journey Going?

For Sales Pros / Jan 19, 2020 / Mark Boundy

If you don’t know what “being customer-focused” means or can’t measure it, you can’t know if you’re doing it.  Many company leaders desire customer focus. Fewer know exactly what that term means. Fewer still can describe specific behaviors to know how far they’ve progressed on a journey toward customer focus. Let’s fix that in this article. ... Read More

Hello, My Name is 20% Off

Hello, My Name is 20% Off

Negotiations / Jan 12, 2020 / Mark Boundy

What is Your Sales Reputation? Now that you’ve closed out another quarter — possibly another year – it’s a good time to reflect. Now is a good time to ponder some big themes that will affect your, and your business results in this new year. It might be a good time to do a little ... Read More

The Time Value of Selling Value

The Time Value of Selling Value

For Sales Pros / Nov 8, 2019 / Mark Boundy

You are probably aware of the time value of money, but did you know that there is also a time value of selling value? In the finance world, when someone talks about the time value of money, they mean that a dollar received now is worth more than a dollar received in the future.  This is true ... Read More

The “Power Seven” Components of Elite Funnel Management

The “Power Seven” Components of Elite Funnel Management

Improving Sales Team Performance / Sep 5, 2019 / Mark Boundy

Companies need excellence in managing their sales funnel at every level. From salesperson self-diagnosis to sales management one-on-ones, to executive funnel meetings, funnel management is the key to understanding the health of the business.  Doing it well is a differentiator of high-performing sales organizations. In this article, I’d like to go over some of the principles ... Read More

Does Your Customer Know Your Offer is Mission Critical?

Does Your Customer Know Your Offer is Mission Critical?

For Sales Pros / Aug 15, 2019 / Mark Boundy

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 affects your customer’s business or operations in some significant way. Note the emphasis on “should” and “can”; I’ll get to that later on. Examples might include: Complex/Technical capital equipment ... Read More

The Five Types of Differentiation

The Five Types of Differentiation

Leadership / Jul 8, 2019 / Mark Boundy

Sales professionals know to find and leverage differentiation. The problem: far too few know that not all differentiation is equal. Yep, differentiation is differentiated. Remember, differentiation only becomes value once a customer understands it and connects to a customer-desired outcome. It only turns into differentiated value — that moves a buying decision – when that ... Read More

.
.
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.