Mark Boundy (@BoundyMark) header
Mark Boundy (@BoundyMark) profile picture

Mark Boundy

@BoundyMark

I grow companies by focusing on customer Value: Generating, selling, and pricing..Love Cooking, Adventures, and People: helping, growing, and watching.

 Phoenix, AZ
boundyconsulting.com
Joined March 2015
  • Tweets248
  • Following248
  • Followers215
17Media
Photo by Mark Boundy (@BoundyMark)Photo by Mark Boundy (@BoundyMark)Photo by Mark Boundy (@BoundyMark)Photo by Mark Boundy (@BoundyMark)Photo by Mark Boundy (@BoundyMark)Photo by Mark Boundy (@BoundyMark)Photo by Mark Boundy (@BoundyMark)Photo by Mark Boundy (@BoundyMark)Photo by Mark Boundy (@BoundyMark)
Too often, we ask sales people to perform tasks that don't improve selling. Some of these simplify the manager's work, which is "less bad" than performing tasks that gather information that nobody really uses anyway. Look at sales automation with a skeptical eye.
Image from Mark Boundy (@BoundyMark)
1
6
Check out my latest article: It's the Company's Job to Make a Profit at the Price I Sold it linkedin.com/pulse/its-compa… via @LinkedIn
It's the Company's Job to Make a Profit at the Price I Sold it

It's the Company's Job to Make a Profit at the Price I Sold it

Yes, there are really salespeople who say that. And while only a few are dumb enough to say this part out loud, waaaaay too many sales forces are filled with discount addicts.

linkedin.com
1
3
Check out my latest article: Outcomes and Benefits are Different. Only the Mediocre Sell Benefits linkedin.com/pulse/outcomes-… via @LinkedIn
Outcomes and Benefits are Different. Only the Mediocre Sell Benefits

Outcomes and Benefits are Different. Only the Mediocre Sell Benefits

I see some well-meaning posts here on LinkedIn exhorting sellers to stop selling features and start selling benefits. With all due respect.

linkedin.com
Check out my latest article: Business Leaders: Are Your Sellers Leaving Pricing Dollars On the Table? linkedin.com/pulse/business-… via @LinkedIn
Business Leaders: Are Your Sellers Leaving Pricing Dollars On the Table?

Business Leaders: Are Your Sellers Leaving Pricing Dollars On the Table?

…And if so, how many missed dollars do you think it adds up to? Stop reading for a moment and write down your personal estimate. Make a note to get estimates from your entire executive leadership...

linkedin.com
Check out my latest article: Do You Need A 100 Day Plan? linkedin.com/pulse/do-you-ne… via @LinkedIn
Do You Need A 100 Day Plan?

Do You Need A 100 Day Plan?

100 days from today (August 15) will be Monday, November 25. What will you be doing and worrying about in 100 days…and what should you be hustling to improve now, so that you’re on a roll then? 100...

linkedin.com
Check out my latest article: Forecast Accuracy and the Sales Industrial Complex. linkedin.com/pulse/forecast-… via @LinkedIn
Forecast Accuracy and the Sales Industrial Complex.

Forecast Accuracy and the Sales Industrial Complex.

We all know (don’t we? Here’ s some research you should be aware of) that sales forecast accuracy is dismal. Typically, after your salespeople have dumped enough time into an opportunity to feel...

linkedin.com
Check out my latest article: The Decision Process is the Decision Result linkedin.com/pulse/decision-… via @LinkedIn
The Decision Process is the Decision Result

The Decision Process is the Decision Result

We like to think we make great decisions, but the reality is that as soon as you define how you decide (the decision rules, criteria, how discussion happens, who speaks first, who is invited to...

linkedin.com
Check out my latest article: That “57% of the Customer Journey” Statistic is BS ! linkedin.com/pulse/57-custom… via @LinkedIn
That “57% of the Customer Journey” Statistic is BS !

That “57% of the Customer Journey” Statistic is BS !

We’ve all heard “the average B2B customer goes through 57% of their buying journey before engaging a sales person. Stop caring about what the average customer does! “57% of the buying journey” tells...

linkedin.com
spotlightpodcasting.com/lead…
1
Two customer dimensions drive your sales approach or should HD 720p youtu.be/hp9WDhVQMp8 via @YouTube
Check out my latest article: A Catch-22 Came to Sales. What are You Doing About it? linkedin.com/pulse/catch-22-… via @LinkedIn
A Catch-22 Came to Sales. What are You Doing About it?

A Catch-22 Came to Sales. What are You Doing About it?

Have you been building a customer base that doesn’t want your sales people around? A lot of companies are working their butts off – and investing huge sums on sophisticated technology stacks which...

linkedin.com
Check out my latest article: Some Customers Welcome a Trusted Expert...Some Don't. Tell Which and Prosper. linkedin.com/pulse/some-cust… via @LinkedIn
Some Customers Welcome a Trusted Expert...Some Don't. Tell Which and Prosper.

Some Customers Welcome a Trusted Expert...Some Don't. Tell Which and Prosper.

Two B2B sales models have emerged over the last decade or so, without most of us knowing it. In 2022, that divergence will become clearer.

linkedin.com
Check out my latest article: Is Your Sales Funnel Killing Your Business? linkedin.com/pulse/your-sale… via @LinkedIn
Is Your Sales Funnel Killing Your Business?

Is Your Sales Funnel Killing Your Business?

Sales funnels are really useful…until you let them affect your customer relationships. Then, if you’re not careful, they’ll cause customer relationship cancer.

linkedin.com
Check out my latest article: Sell For Show, Differentiate for Dough linkedin.com/pulse/sell-show… via @LinkedIn
Sell For Show, Differentiate for Dough

Sell For Show, Differentiate for Dough

While many Sales Consultants specialize in specific industries, I have defined my niche differently: companies who produce a differentiated product or service, and who want to be fairly compensated...

linkedin.com
Check out my latest article: Are You Still Using “Zombie” Sales Metrics? linkedin.com/pulse/you-still… via @LinkedIn
Are You Still Using “Zombie” Sales Metrics?

Are You Still Using “Zombie” Sales Metrics?

Today’s sales leaders need to stop using yesterday’s metrics…whose usefulness died long ago. Disagree? If you have such great metrics, why Is “No Decision” beating you so badly and so often? “No...

linkedin.com
Your Dashboard Is Your Blind Spot linkedin.com/pulse/your-dash…
Your Dashboard Is Your Blind Spot

Your Dashboard Is Your Blind Spot

Every executive and manager worth their salary tracks key metrics…but an amazing minority of those metrics focus organizations on what really matters. I’ve held P&L responsibility and lived the...

linkedin.com
Check out my latest article: You can’t just sell value anymore. You need to BE the value. linkedin.com/pulse/you-cant-… via @LinkedIn
You can’t just sell value anymore. You need to BE the value.

You can’t just sell value anymore. You need to BE the value.

Recently, Gartner found that 89% of business-to-business (B2B)buyers felt that they received high quality content to assist their buying processes. Unfortunately, 9% Found that information helpful...

linkedin.com
Check out my latest article: Five Myths About Price and Discounting linkedin.com/pulse/five-myth… via @LinkedIn
Five Myths About Price and Discounting

Five Myths About Price and Discounting

I can’t think of any concepts more misunderstood than price, pricing, and discounting. An alarming number of businesses price poorly, losing out on profits as a result.

linkedin.com
One week from today, I'll be hosting an executive briefing that builds on this topic. Register here: click.c-suitenetwork.com/the… #b2b #valueselling #valuebasedpricing #csuitenetwork linkedin.com/pulse/sales-tea… via @LinkedIn
Check out my latest article: Customer Churn and the Covid Economy. linkedin.com/pulse/customer-… via @LinkedIn
Customer Churn and the Covid Economy.

Customer Churn and the Covid Economy.

With new prospects so difficult to win right now, you must get on top of your account loss and new account acquisition rates. Remember, each existing piece of business that you lose needs to be...

linkedin.com
Load more