Sales POP - Purveyors of Propserity
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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

Does Your Sales Approach Blow Off Profits?

Does Your Sales Approach Blow Off Profits?

Sales Training / Jun 10, 2019 / Mark Boundy

Many experts agree that selling with perspective/insight improves 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 some more opportunities, but at suboptimal margins. Worst case: your insight selling investment won’t get you anywhere. Perspective ... Read More

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