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.
Customer acumen, mastery of how customers buy, is needed for perspective selling. World class sellers combine it with solution and business acumen.
Solution acumen means articulating your offer’s differentiating characteristics as customer results. Feature-benefit selling is not perspective selling
Perspective and insight cause a customer to visualize desirable outcomes. You can’t provide meaningful perspective without business acumen.
Perspective and insight selling harnesses the most compelling mental processes: causing a customer to visualize desirable outcomes. In part one, we overview the techniques and tools.
Sales Process and Sales Methodology each do different things for sales performance. learn the differences and why you need both
If you have found any of my posts valuable, please contribute to the CSO Insights research I use to write them. Click the embedded link to participate..
Not all training is compatible with the usual corporate “training session”. Learn which kind of training requires a different approach, and what that approach should look like.
Corporate silos create blind spots. Many selling organizations are highly siloed, creating blind spots in the worst possible part of the company
When you discount, you give up profit dollars. For 2019, learn your current discounting practices, so you can fix them with a value-based system.
Customer visits, demos, technical “deep dives”, even sales presentations aren’t there to “wow the customer”. They are there to move the deal forward, which requires more than entertainment value.
