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.
Buyers use differences to make buying choices. Differences used in decisions become differentiation. Differentiation connected to outcomes becomes value
What a day I had taking cold calls. Monday, I cancelled a real estate listing. Yesterday morning, my cancelled listing record
“Thanks to my CRM for helping me win that deal” said no salesperson ever. In fact, CRM is almost universally
Sales cultures where front line managers are effective coaches — not just super salespeople or deal saviors — outperform all other sales cultures. Dynamic coaching systems that integrate analytics to drive effective behaviors, de-risk deals, and replicate success are the best of all. Big data, expert systems, and artificial intelligence are now being used to simplify the process of achieving this ideal.
Last week, in part one of this three-part series, I made the case that CRM alone is not enough for
Many CRM implementations fail to meet expectations. Article discusses why, and offer a three standards that ensure sales performance improvement.
Indifferent or “Even Keel” mode happens when a buying influence sees no compelling reason to change what they’re doing. Because
I’ve read the term “value messaging” a lot lately, and it disturbs me. It’s growing in popularity. Even my own company,
Every Sales professional is familiar with a common first order of business: getting trained up on the products and services
I hear even highly-respected consultants and business leaders express dangerous misconceptions about price and discounting. I suspect it’s because so many people took basic
