C-Suite Leader Since:
Are you happy with how much you’re selling…and how much you’re selling it for? Improving both means getting your customers to perceive the value your offer provides them.
Do you know what value you provide for your customers? Don’t feel bad. According to McKinsey & Co., only about a quarter of directors on big company boards could describe their company’s value.
And yet, the purpose of a profitable business is providing more value to a customer than it costs to deliver.
Mark brings over three decades of sales, marketing, and corporate leadership experience to his clients all around the world. His wide-ranging experience has given him a unique perspective into
Creating corporate cultures centered on customer-perceived value.
These cultures are built for long term success, increase customer satisfaction, employee engagement, and yes, increase shareholder value.
Mark uses simple tools and a common language of customer value you can use throughout your organization. He has developed tools, training, an upcoming book, and coaching skills to make it easy to integrate.
If your company works in the business-to-business arena, we can combine world-class sales methodologies with a value-centric culture shift. When sales, customer service, marketing, product development, engineering — every aspect of your company –has a clear line of sight to “customer value “, your entire company can become value focused. Visit www.boundyconsulting.com or contact Mark at mark@boundyconsulting.com, or 602.374.3020.
Research has uncovered when customers want a “trusted advisor” seller, and which customers are just as happy to engage with sellers with a structured cold-caller/demo specialist/closer/farmer model.
Is the your salesforce’s brand consistent with the rest of your company’s brand promise? Do you or your sellers reinforce the value of your offer or undermine it. You may have a problem.
Part 2 of a 4 part series In my last article, I declared that “customer focus” is too vague to
Part 3 of a 4 part series The ability to sell the value of your offer–then price it–is what pays
What does good/better/best enablement look like with around maximizing customer-perceived value? Find out here.
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
Here is a tool I use with my clients. It helps whole companies – not just sales forces – gain deep insights into the value their offer produces for their customers
If your sales compensation plan fails to reward building value — and then pricing to it — you’ll get exactly what you ask from your salespeople. And all the bad things that come with it —especially if you’re a sales leader.
The one thing that most selling organizations struggle with is the one thing that moves buying decisions. It struggles for attention: it’s a small percentage of a sales methodology course time allocation. And yet, research shows it drives elite selling. What is it?
Disruptive innovation is a powerful competitive advantage. Do you know how to monetize it?
