Shows
Product Chats PodcastDefining and Delivering Radical Value with Mark Boundy
“Value only exists in the customer’s mind.”
In this episode we speak with Mark Boundy, founder of Boundy Consulting and author of Radical Value, about the single most important, but often misunderstood, concept in business: perceived customer value. Mark lays out a compelling argument that businesses must deliver outcomes customers care about and that true pricing power comes from helping customers quantify the results they’ll achieve.
They explore how most companies still struggle to align internally around a clear definition of value, why nearly all B2B marketing still centers on the vendo...
2025-07-1847 min
Manage Self, Lead Others: Emotional Intelligence and Leadership for ManagersEp160 Infinity Selling: Sales Is Culture, Not Function, with Mark BoundyMark Boundy returns to unpack his new book, The Infinity Effect, a bold reimagining of sales as something bigger than quotas and commissions. In this episode, Mark challenges the traditional “sales silo” mindset and reveals why sales needs to be woven into the very culture of the organization.
Access Mark Boundy's new book, The Infinity Effect on Amazon HERE
This isn’t just for the sales team. It’s a wake-up call for the C-suite. When everyone who touches the customer sees themselves as part of the ownership journey - not just the buying decision - t...
2025-05-1323 min
Impact PricingThe Infinity Effect: Value Creation from Every Level of Your Company with Mark BoundyMark Boundy is a business builder, sales leader, author, coach, consultant, teacher…and Chief Clarity Officer…he has grown businesses in a variety of industries using a relentless focus on customer-perceived value. In this episode, Mark discusses the importance of aligning every employee's actions with customer value, emphasizing that every touchpoint with a customer either creates or destroys value. He shares stories from his experience, including a manufacturing operator and a receptionist, to illustrate how seemingly small ideas can have significant impacts on customer satisfaction and business outcomes. Boundy underscores that value creation is about helping customers achi...
2024-11-1130 min
Art & Science of Complex SalesDriving Success through Customer Value │ Mark BoundyJoin us for a conversation with Mark Boundy, Chief Clarity Officer and founder of Boundy Consulting LLC. From his humble beginnings in retail sales to his influential role at WL Gore Associates, Mark has honed a profound understanding of customer perceived value. This insight not only shaped his career but also led him to pen the transformative books Radical Value and The Infinity Effect. In our conversation, we uncover the essential strategies for establishing a common definition of value within sales teams, which in turn boosts win rates, shortens sales cycles, and enhances pricing.
The importance o...
2024-10-1141 min
The Art of Seeing Clearly with Dr. Alison R TendlerMediocre Isn't Bad, It's Good Enough with Mark BoundyMark Boundy admits, that if a recruiter looked at his resume they might barf. After dropping out of one college program, he had to "sell" his way into the program he wanted. Literally, he learned to sell by begging his way back into college. Mark then went on to work in a variety of unrelated industries and now owns his own consulting firm. Mark discusses how to look for commonalities in every role, being anti-perineurial, what value truly means to a customer and a business, and the importance of trust, mentors, and mindset. This is an episode for anyone...
2023-10-2055 min
More Clients, Less Effort.06: Building a Customer-Centric Culture To Drive Business Growth With Mark BoundyIn today's fiercely competitive business landscape, companies constantly search for ways to differentiate themselves and stay ahead of the curve. While there are many strategies that companies can employ to achieve these goals, one approach that has gained significant traction in recent years is radical customer centricity.In today’s episode of More Clients Less Effort, we will explore the concept of the radical value and how it can help businesses build lasting customer relationships and drive growth with Mark Boundy. Mark Boundy is the founder and CEO of Boundy Consulting and the author of Radical Value, a bo...
2023-08-1430 min
ValuClarityMark Boundy Asks for your FeedbackI've been ruminating lately about the challenge of helping big organizations sell and price value more effectively...vs. the challenge of helping more agile companies become more holistic in their pursuit of customer value. There's a huge difference. Doing the first is straightforward and pays well. Doing the second requires searching for that rare company who's ready to do something special - which is simple in concept, but hard to implement in a company who is tied to convention. Learn more about your ad choices. Visit megaphone.fm/adchoices
2023-06-1210 minManage Self, Lead Others: Emotional Intelligence and Leadership for ManagersEp90 Fight Mediocrity, with Mark BoundyWant to join the fun with Mark Boundy to fight mediocrity? Go to https://mediocrates.wtf/ where, alongwith Cristina DiGiacomo, Mark has gathered true experts at confronting mediocrity, who have personally overcome it, and are passionate about guiding you through your own journey. There you’ll find tools, tips, and fellow travellers.To view the video version, go to: https://youtu.be/QAFJM5rFstEMark Boundy encountered and battled mediocrity in many forms over decades. Mark wrote the bestseller, Radical Value, to focus on the most important part of business that most companies do poorly, fo...
2023-02-0127 minValuClarityMark Stiving, and Selling ValueMark Stiving is a kindred spirit -- and we always have great conversations about selling value. This time, we talked about how Mark has captured some of his wisdom in his book "Selling Value. How to Win More Deals at Higher Prices". We talked about the book for a bit (I recommend it, as I got the chance to comment on one of his draft manuscripts), but we also talked about how important value selling is in today's world. Thanks Mark! Learn more about your ad choices. Visit megaphone.fm/adchoices
2022-08-0129 minValuClarityMark Boundy Venting about mediocrity in sales managementMediocrity isn't bad...it just isn't good either. It' good enough...for some. I have become a student of mediocrity in the workplace, and will be shepherding a book on sales leadership mediocrity to the market at some point. In this episode, I tackle four major areas where I see mediocrity in sales and sales leadership. Training, use of scripts, "show up and throw up" demos...and discounting. Enjoy! Learn more about your ad choices. Visit megaphone.fm/adchoices
2022-04-0430 min
Leaders Of ConsultingMark Boundy: Using A Customer Value Driven Approach To SalesB2B sales expert Mark Boundy tells us about how he ended up in sales and how his customer-centric approach goes against the grain of predictive revenue. We discuss enabling change-makers and what metrics CEOs should be tracking.Mentioned on the episode:Mark’s book - Radical ValueMark’s podcast - ValuClarityConnect with Mark on Linkedin and Twitter
2021-12-2432 min
Best Seller PodcastRadical Value by Mark BoundyMark Boundy, author of Radical Value: Elevate Your Company and Career by Unleashing the Power Within Customer Centricity has had a long, successful career in sales and has seen the industry go through a number of changes but, at times, the sales professionals have been stuck in certain patterns that don’t put the customer front and center. He says that people are buying the same way they used to in the past, the main difference being how they inform themselves before making purchasing decisions. Boundy states that, “Customers don’t come to your website to learn about you. They com...
2021-12-0119 min
The Marketing ReportSelling Radical Value with Mark Boundy: The Marketing Report EP78 – Business, Marketing and SalesWhat are your products and services really worth? It can be difficult to define the real value before you go to market. So what can you do instead to get maximum return for the value you deliver to the world? Today I was joined by Business builder, Sales leader, author, coach, consultant, teacher…Chief Clarity Officer…Mark Boundy, to discuss the topic of value. What's it all about and what can we do to use value as a massive differentiator in business? This episode: What is value and why do people buy it? Steps that...
2021-07-3046 min
Sales TransformationEpisode #121 How to Take Your Company to the Next Level Through Radical Customer Centricity with Mark BoundyMark Boundy is a Business builder, Sales leader, author, coach, consultant, teacher, Chief Clarity Officer. Mark Boundy has grown businesses in a variety of industries by virtue of his relentless focus on uncovering customer value and delivering high-value results.While at W.L. Gore & Associates, Mark began weaving a focus on customer value into Miller Heiman’s complex selling methodologies. This combination grew one of that company’s most competition-threatened products by twenty percent/year every year while increasing margins and profits.Then, at Lucent Technologies, Mark applied his customer-value approach; pivoting the world’s first...
2021-07-1929 minManage Self, Lead Others: Emotional Intelligence and Leadership for ManagersEp44 Selling using radical value, with Mark BoundyMark Boundy, author of Radical Value’, says Value is about customer outcomes. How do value-focused companies act, feel and perform radically differently?Customers buy outcomes; not the products or services we think we are selling them. Grow the desireability of an outcome. Yet one of the pitfalls of leading salespeople is that some have a tendency to skip steps to win. To understand the importance of customer-centricity, company leaders and managers need to radically rethink how their people sell. The...
2021-07-1444 min
Sales TodayMark Boundy - Beware the Mediocrity CycleMark Boundy talks about 'pseudo-optimisation' and how making silos increasingly smaller does not really help anybody. There is an opportunity for those that really take ownership and are able to walk the customer through their own complicated process. He argues that when salespeople 'go native' it is not always a bad thing, and responsiveness is an opportunity to differentiate and build value. Key insights include: Salespeople are pretty unimpressive, Social risk of being an advocate, and Perfect understanding of an imperfect vision. Connect with Mark on LinkedIn, and with your host Fred Copestake at linktr...
2021-06-2839 min
The Construction Leadership Podcast: Executive Strategies to Build Elite Teams & Consistently Deliver On-Time, Under BudgetEp. 205 :: Mark Boundy on How to Deliver Value FirstIn episode 205, Mark Boundy joins the show to discuss value creation, delivery, and capture. Mark is the principal at Boundy Consulting, the author of Radical Value: Elevate Your Company—and Career—by Unleashing the Power of Customer Centricity, and the host of the ValuClarity Podcast. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even...
2021-06-2333 minValuClarityVC 3-004 Mark Boundy Talks Value Focus and Season 3I was struck by the similarity between the premise of my book, "Radical Value", and the ideas of Peter Drucker, who is famous for many things, including "the purpose of a business is to create a customer"...except that he went on to say some important things after that pithy gem. I wanted to share my thoughts on the rest of that quote, as well as some thoughts on famous business books of the past.. and today's business priorities and metrics. Here's a link to the article I quoted: https://www.forbes.com/2006/06/30/jack-trout-on-marketing-cx_jt_0703drucker.html?sh=3fdc64...
2021-05-3111 min
Heroes in BusinessMark Boundy High Profit Consultant Boundy Consulting, author Radical ValueWhat one thing you can do to improve sales today... Mark Boundy High profit Consultant, founder of Boundy Consulting and author Radical Value is interviewed by David Cogan founder of Eliances and host of the Eliances Heroes Show. Broadcast on am and fm network channels, internet radio and online syndication. www.eliances.com www.boundyconsulting.com
2021-03-0812 minHeroes in BusinessMark Boundy High Profit Consultant Boundy Consulting, author Radical ValueWhat one thing you can do to improve sales today... Mark Boundy High profit Consultant, founder of Boundy Consulting and author Radical Value is interviewed by David Cogan founder of Eliances and host of the Eliances Heroes Show. Broadcast on am and fm network channels, internet radio and online syndication. www.eliances.com www.boundyconsulting.com
2021-03-0812 min
Eliances Heroes in BusinessMark Boundy High Profit Consultant Boundy Consulting, author Radical ValueWhat one thing you can do to improve sales today... Mark Boundy High profit Consultant, founder of Boundy Consulting and author Radical Value is interviewed by David Cogan founder of Eliances and host of the Eliances Heroes Show. Broadcast on am and fm network channels, internet radio and online syndication. www.eliances.com www.boundyconsulting.com
2021-03-0812 minEliances HeroesMark Boundy High Profit Consultant Boundy Consulting, author Radical ValueWhat one thing you can do to improve sales today... Mark Boundy High profit Consultant, founder of Boundy Consulting and author Radical Value is interviewed by David Cogan founder of Eliances and host of the Eliances Heroes Show. Broadcast on am and fm network channels, internet radio and online syndication. www.eliances.com www.boundyconsulting.com
2021-03-0812 min
ValuClarityMark Hinderliter: Leadership and Culture for 2021 and beyond.Mark Hinderliter is a HR professional who helps corporations develop leaders and cultures that outperform. He knows that some culture types have higher growth ad profits, while others stagnate. Building those cultures requires great leadership. Mark and I talked about those issues, and how they are becoming even more important now, and will become keys to survival in the future. Learn more about your ad choices. Visit megaphone.fm/adchoices
2021-02-2229 min
The Rainmaking PodcastTRP 42: Why Price Shouldn’t be One of Your Offering’s Features with Mark BoundyIn this episode of The Rainmaking Podcast, host Scott Love speaks with Mark Boundy, sales consultant and author of Radical Value, about how professionals can shift the focus from pricing to outcomes in their client conversations. Mark explains that buyers don’t purchase services—they purchase the results those services deliver. He urges professionals to stop viewing price as just another feature and instead position it as the counterbalance to the outcomes they help clients achieve.Mark emphasizes that the best rainmakers ask insightful, outcome-oriented questions that uncover what clients truly value—whether it’s financial gain, risk red...
2021-02-1926 min
ValuClarityPer Sjofors and I talk about pricing well.Per Sjofors specializes in helping customers discover the optimal prices for their products and services. He uses a customer-perceived value methodology, unlike most consultants in the pricing optimization space -- who analyze historical sales data. This is a HUGE difference and a huge advantage for his clients. We talk about all of this ...and finish off with a discussion of how sales capability builds the value in the customer's mind, so sales is the key to actually realizing value-based pricing. Learn more about your ad choices. Visit megaphone.fm/adchoices
2021-02-0831 min
ValuClarityGerhard Gschwandtner Shares His Thoughts on Mindset, Toolset, and SkillsetGerhard Gschwandtner is the publisher of Selling Power magazine, and the CEO of Sales 3.0 conferences. He's been completely plugged in to the sales performance scene for decades, He and I talked about the state of sales, and how technology and tools are not improving sales performance by themselves. He is adamant that the secret to success is the right mindset, and we had a lively discussion on the topic. He also gave a coupon code for a free subscription to Selling Power magazine. Listen for that! Learn more about your ad choices. Visit megaphone.fm...
2021-02-0129 min
Writing To Get Business49 Creating Radical Value in a Business-to-Business World Mark BoundySuccessful business leaders are always looking for ways to increase not only sales, but more importantly, profits. Mark Boundy, who has a rich and varied background as a product manager, product marketing manager, and sales leader, organized what he’d learned into a coherent and practical approach to achieving this essential goal. He presents this focused and accessible in his book, Radical Value.Check out Mark’s Writing to Get Business podcast where he covers these topics:
What inspired Mark to write a book.
How Mark chose a topic.
The key criteria to consider in writing abou...
2021-01-2935 min
ValuClaritySteve Lishansky and I Talk About Leading a Value-Focused OrganizationSteve Lishansky is one of the wisest men I know. He helps corporate leaders, and teams of leaders, make better decisions. His background includes writing a book about value-focused sales, so his leadership and decision making work aligns perfectly with my philosophy. There is no such thing as a conversation with Steve that isn't illuminating and inspiring. You must give this a listen. Learn more about your ad choices. Visit megaphone.fm/adchoices
2021-01-2528 min
ValuClarityJeffrey Hayzlett and I Talk About Agility, the Future of Work, and Understanding Your ValueJeffrey Hayzlett, former CMO of Eastman Kodak, and now the Chairman and CEO of the C-Suite Network, led his organization through a tumultuous 2020. From a primarily face-to-face events business, Jeffrey helped steer a rapid transition to virtually-delivered set of experiences to connect C-Suite executives and advisors. It involved rapid iteration and brutally honest redirection. The thing that didn't waver is the focus on the value: being the most trusted network. The conversation covered a little bit of everything besides...thanks, Jeffrey! Learn more about your ad choices. Visit megaphone.fm/adchoices
2021-01-1828 min
ValuClarityBradley Hartmann and What Purchasing People Think About Sales PeopleBradley Hartmann was a purchasing executive for one of the nation's largest homebuilders, and has moved into helping salespeople deal more effectively and positively with purchasing professionals. His company "Behind Your Back Sales" got its name from the idea of understanding what buyers think of sales people when they walk out the door. Bradley and I are kindred spirits, and I loved getting his perspective on selling value in a way purchasing people want to buy it. Learn more about your ad choices. Visit megaphone.fm/adchoices
2021-01-1131 min
ValuClarityTom Williams and Sellers' Relationship With Purchasing/ProcurementTom Williams has wide-ranging experience as a salesperson, sales leader, and CEO. Thus he's been on both sides of the procurement/sales relationship, and has a wealth of valuable insights. Tom and I spent some time talking about what it takes for sellers to deal effectively with procurement groups. I always enjoy time spent with Tom, and know you will learn something listening in to our conversation. Learn more about your ad choices. Visit megaphone.fm/adchoices
2021-01-0430 min
ValuClarityJeroen Corthout: Differentiation and the Value-Focused CompanyJeroen Corthout is co-founder of Salesflare ( https://salesflare.com), a CRM focused on small businesses. To succeed in that crowded market, Salesflare needs to have a clear differentiation strategy -- which they do. That strategy extends to an operational practice that I found creative, simple, and effective. We talked about Salesflare's differentiation, but also how he keeps customer value front and center in the development team's mind, forming the core of his company's development and innovation strategy. I am very impressed with what he shared. I think you will be too. Learn more about your a...
2020-12-2839 min
ValuClarityDavid Petts and I talk About Account Management in. Siloed organizationsDavid Petts has been a CRO with organizations large and small, and has a strong point of view on how to overcome "silo dysfunction" in an organization. I have my own multifunctional expernience at companies of all sizes as well. We had a great conversation about how to grow customer relationships, especially those with major accounts. It was fun sharing ideas and different perspectives. Thanks David! Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-12-2132 min
ValuClarityRob Hartnett Leadership, Self Leadership, and SalesRob Hartnett has been a high performer in business, in sales, and in sport. He is a student of self-leadership, high performance, and corporate leadership. Rob and I worked together as sales performance consultants, and our conversation ranged from his leadership practice to how sales is leadership and change management. I enjoyed this conversation and hope you do too. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-12-1431 min
ValuClarityJamie Baxter and How Qwick Resources Executed a Covid ShiftJamie Baxter is a serial entrepreneur, mostly in the Human Resources tech area. His current company, Qwick, served a market in the hospitality industry...and then Covid hit. We talk about his platform, and how he re-aimed it at new markets. I also asked him to share HOW he fashions an agile, responsive company that can adapt to wild shifts in markets. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-12-0727 min
ValuClaritySteve Amiel: How a Sales Professional Becomes an Invaluable ResourceSteven Amiel runs a digital marketing agency, a pretty crowded market space. HIs differentiation is customer focus: this business model requires great discovery skills, strong "customer's business acumen", and innovative problem solving. Steve and I shared some of his stories about how he approached a major sales challenge...by reimagining the solution to a major customer business challenge. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-11-3028 min
ValuClarityChicke Fitzgerald. How My company refocused due to COVID-19Chicke Fitzgerald is a seasoned tech executive whose company made a product for the travel space. When Covid-19 hit the world, travel halted, and her company faced an existential challenge. With some creative thinking and a super-supportive board, she put her initial business plan on pause, and figured out how to point a powerful technology at a new set of customers. We explore what that was like, and how to take a step back from working in the business to working ON the business. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-11-2330 min
ValuClaritySue Bingham: the Strategic Value of Good Management and the Future of WorkSue Bingham and her company, HPWP, create high-performance work places. We had a great conversation about the value of her work to her clients...personally, for every employee, and financially or the company and its executives. We then talked about the workplace of the future, and the future of work in the post Covid world. I'm glad she spent the time talking with me, and am excited to share this episode with you. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-11-1630 min
ValuClarityGary McGrath and I discuss engaged leadership.Gary McGrath started a life journey studying leadership at a young age, and has been honing his skills as a leader, leadership coach, and mentor for...a long time. Gary now runs a leadership development academy for entire leadership teams at a variety of organizations. I could talk to Gary for hours about his perspective, but wanted to share this brief conversation with you. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-11-0929 min
ValuClarityDan Silberberg and his take on out-of-the-box leadershipDan Silberberg has been an innovative leader of companies for decades, and has studied leadership for that entire time. He is an out-of-the-box leader, who has a track record of achieving dramatic growth...not just incremental growth. I had a great time talking with him about some of his experiences and some of the principles he tries to develop with his clients. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-11-0234 min
ValuClarityShadi Ireifej and I Talk About his Well-differentiated Service, and All of the Value it Creates for an Entire EcosystemShadi Ireifej is a veterinarian/entrapreneur. He's the co-founder of vettriage.com, an innovative veteranary service that helps pet owners "figure out how freaked out they need to be" when their pets have that inevitable midnight emergency. I was impressed with how he combined a few straightforward services into a highly differentiated service. I was even more impressed with how the service brings differentiated value to pets, their owners, their regular veterinarians, and even to emergency 24 hour vet clinics. Thanks for a great conversation, Shadi! Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-10-2630 min
ValuClarityTom Williams and I talk about what causes sales training initiatives to fail -- and what makes them shineTom Williams is one of those sales training and consulting experts who's carried a bag, been a VP of Sales and Marketing, and even CEO. Currently, he focuses on sales performance, which means that sales training is one of the components of most of his client engagements. He and I have both seen countless successes and failures in sales training initiatives, and Tom and I thought it would be great to go through some of our experiences -- the good, the bad, and the truly disappointing. Learn more about your ad choices. Visit megaphone.fm...
2020-10-1933 min
ValuClarityDavid Petts and I talk about Managing the End-to-end Customer ExperienceDavid Petts has served as VP of Sales, as well as Chief Revenue Officer for companies small and large. As CRO of a Software as a Service (SaaS) provider, he's been charged with making sure the customer is sold, stays sold, and deepening the customer relationship. David is very process-oriented and a true systems thinker, and it was fun talking through his approach to company-side value focus. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-10-1230 min
ValuClarityBill Higgs and I discuss the importance of a customer-value-oriented culture.A while after Bill Higgs left the Army Rangers, he founded Mustang Engineering, an engineering services company that started out competing in the oil & gas industry, and kept growing. From the outset, Bill and his co-founders wanted to differentiate their company culture...and it worked incredibly well. We talk culture, customer value, silo-busting, company-wide customer orientation, and that "value culture eats sales methodology for breakfast".Bill left Mustang, and the culture continues to thrive, a testament to legacy-building. Now, as author of the #1 best-selling book "Culture Code Champions" he's a globally-recognized expert on building winning cultures.
2020-10-0533 min
ValuClarityKeith Campagna and I talk about selling ALL the value...all the way through ROI.Keith Campagna is passionate about selling value...so much so that he joined the founders of the ROI shop, where he was a client, to part of the leadership team. His company helps sellers guide conversations all the way to customer value--quantified. This behavior is what elite sellers do. The time flew by as we talked about selling value, pricing value, avoiding discounts, and avoiding the tar pit of "the dreaded ROI calculator spreadsheet". What a great conversation! Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-09-2829 min
ValuClarityJens Hentschel and I talk about the Purchasing/Procurement function.B2B sales professionals and purchasing professionals....we aren't in the same tribe, are we? Over decades of working with procurement people, I've learned that they are just as serious about their role as sellers are about theirs. Jens Hentschel has been a procurement professional for decades, and now runs a consulting firm that 1) professionalizes procurement 2) teaches sales professionals how to deal with--align effectively with -- their purchasing agent. We had a great conversation about the second, which is based upon an article he wrote on LinkedIn: https://www.linkedin.com/pulse/from-your-buyer-love-dear-supplier-please-reduce-price-jens-hentschel/?trackingId=RR6GA3rLvLmPQ1qqV9OQVA%3...
2020-09-2127 min
The Silver Linings PodcastMark Boundy - Finding Your Radical Value WithinMark Boundy shows us how to transform both our lives and our employees by discovering the radical value within. Mark uses several examples to illustrate that it’s all about understanding the needs of our customers as well as our own personal needs that drive our behaviors.
Here are other great topics covered on this podcast:
· The importance of knowing customer outcomes
· Being customer centric
· Determining the need behind the need
· Understanding the sales process
· Gaining clarity on your life and goals
· Determining your unique skill set
· Where can you provide value
Mark Boundy is the Founder and Chief Clarity Officer of Boundy Consulting, and Aut...
2020-09-1625 min
ValuClaritySteve Hollingsworth and I talk Selling SystemsSteve Hollingsworth and I are both sales performance consultants who believe in chasing customer value...so we consider each other kindred spirits. Steve's path has driven him to be relentless about analyzing and improving selling systems. I often start my engagements looking at customer value focus, where Steve is an authority in system. His engagements dig into all of the processes in sales and marketing that make up the selling system, finding gaps and weaknesses, and building a plan to fix them in order of impact. It was great to get his perspective since we both want our clients...
2020-09-1433 min
ValuClarityGary White and Sales Automation in CRMGary White is the founder and CEO of White Springs, a UK-based, but North America-centric company who has served pretty much all of the major sales methodology (sales training) companies in the world. White Springs helps integrate the sales tools of each major methodology in each major CRM platform. As a result, Gary and his company have a unique perspective on CRM, making it work for companies, sales methodology/Intellectual property companies, and how they are differentiating today. I really enjoyed his perspective, and know you will too. Learn more about your ad choices. Visit...
2020-08-3133 min
ValuClarityMike Maynard and I Talk Human Capital StrategyMike Maynard, Mikey to his friends, runs the human capital practice for a commercial real estate consulting firm, Keyser Company. While other parts of the company deal with their clients' real estate spend, Mike's expertise is in human capital. He's passionate about identifying the secret sauce of top performers in all kinds of roles...we talked mostly about sales roles. Not only does Mike have some surprising insights on what it takes to hire a great seller, he also talks excitedly about "Talent Share" making sure a company is able to source a sufficient share of the available pool...
2020-08-2429 min
ValuClarityAlvin LeBourgeois and I Talk Value in Process, Coaching, Execution, and Organizational CultureAlvin LeBourgeois is a sales performance expert who equips growth-oriented leaders to have believable confidence in their commercial strategies. He's asked me to collaborate on some of his past client engagements, and we talk about how each of our journeys have taken us to complementary views on value, leadership, culture, and sales performance. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-08-1730 min
ValuClarityStephen Shapiro: Innovation, Relevance, and the Question-asking OrganizationStephen Shapiro is a world-class speaker, but his true gift to the world is his commitment to helping organizations innovate. Innovate by asking better questions from a wider set of vantage points and perspectives. Steve defines innovation as the pursuit of relevance, or in the language of this podcast: value. Steve and I had a great conversation, sharing points of view, and I gained a lot from his. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-08-1030 min
ValuClarityJustin McCarthy and I Talk Sales Excellence and Continuous ImprovementJustin McCarthy has been a seller, sales leader, and sales excellence (AKA sales enablement) leader. That rich experience colors his point of view on sales performance, sales automation, sales tools, and the need to build a flexible, responsive sales system...responsive to changes in your environment from, say, a pandemic. What a great conversation with a truly servant leader. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-08-0641 min
ValuClarityMark Boundy and Christine Gilroy talk about Cloud (SaaS) vs. On-PremChristine is a veteran of enterprise software sales, and has learned a few things about selling both on-prem and cloud-based solutions. She shares her insights and experiences in selling both. Even if you don't sell software, listen to this session. Cloud-based solutions were innovative not because of a different software architecture, but because they became about business outcomes. What a great lesson for any seller! Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-08-0329 min
ValuClaritySeason Two Pilot With Christine GilroyIn season two of the ValuClarity podcast, we will be covering major themes of interest to company leaders and executives. Christine Gilroy will be my co-host this season, interviewing some great guests. In this episode, we discuss some of this season's big themes: The digital enterprise, the sales organization of the future, how agility is the new imperative, and corporate culture. Then, we spend a few minutes taking a short dive into one topic, diversity...not because it's the right thing to do, but because it gets business results. Learn more about your ad choices...
2020-07-3025 min
ValuClarityAdam Kipnes and Strategic PlanningAdam Kipnes coaches his clients through a focused strategic planning exercise that engages all stakeholders, and develops innovative plans by asking better questions. This approach makes the plan a living document, with some contingency planning built in. In our conversation, we talked about the challenges of making a long-term plan during periods of rapid, extreme change -- specifically a global pandemic. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-07-2729 min
ValuClaritySteve Melanson: Branding, Value and SimplicitySteve Melanson helps clients distill their differentiation down into a single, simple concept. Then, he helps them align everything in their business to that simple, clean brand promise: their graphic/media presence, marketing, operations, service...everything. He and I are kindred spirits in that regard. I really enjoyed our conversation, and of course (egotistically), how much we agree. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-07-2333 min
ValuClarityJoe Swinger: Leadership, coaching, and planning your lifeJoe Swinger confesses that he used to be the "manager from hell" until he received a wake-up call from his management after the results of employee surveys. He quickly figured out that getting results from your team actually gets easier when you motivate and coach them. This revelation led him on his own journey of coaching and helping mid-career professionals figure out how they can live lives of "Vibrancy, Impact, and Purpose"...I can think of no better charter for anyone in any management/leadership role. Learn more about your ad choices. Visit megaphone.fm...
2020-07-2033 min
ValuClarityAlessandro Durigon: Selling and Pricing ValueVAluClarity goes global: Alessandro Duringon joined me from his home just outside of Milan, Italy. Alessandro is a sales leader with experience in a variety of technology product companies. We talked about selling value, and how small-seeming differentiation can lead to selling success, even earning a price premium. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-07-1630 min
ValuClarityTim Rethlake: Sales Excellence and ChangeTim Rethlake is leads sales team training for the world's largest fireplace and hearth company. He shares his wisdom extensively on social media, in clever, pithy posts. Tim and I talked about differentiation, value, and how sales organizations adapt to change. I always enjoy spending time with Tim, and hope enjoy this conversation. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-07-1335 min
ValuClarityBob Pizzini: Self-leadership, Team leadership, and Life-long learning.Bob Pizzini enlisted in the navy, ultimately becoming an Explosive Ordinance Disposal (EOD) specialist. Upon leaving the service, he had to learn to lead young people who had not benefitted from the US military's extensive leadership training infrastructure. Through some trying times, he's developed his own style of leadership that starts with a heavy dose of self-management, then goes on to team management. I love what he has to say about all of it. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-07-0937 min
ValuClarityAneesh Chaudry: Integrating Eastern and Western Healing Traditions to create something completely differentI often coach my clients that sometimes you can achieve high-value uniqueness by being the only one to combine two familiar (not-well-differentiated) ones. Aneesh Chaudry has created a business that differentiates by Integrating two well-known disciplines into a unique new one: A creative differentiation method. By integrating eastern and western healing traditions, a high-value, different service was created. While I am personally interested in integrative medicine, there are some value and differentiation lessons to be learned from Aneesh. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-07-0631 min
ValuClarityMike Skrypnek: Grow your Clients, Get, and Give.Mike Skrypnek found himself at a crossroads after the crash of 2008, and took advantage of an opportunity to reimagine his business, his life, and his career. He dove into hundreds of hours of self-examination, guided by experts in the field, and developed his own "Grow, Get, Give" ethos, where companies grow through customer value focus, and share that success philanthropically. We talk about it in a great interview which has some powerful parallels to any business or sales person. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-07-0228 min
ValuClarityGeorge Brontén: CRM, Customer Buying Decisions, and Coaching out the Simple MistakesGeorge Brontén: is a thought leader, author, and the CEO of a CRM company who finds that CRMs often don't do what they should. We talk about what sales leaders should be getting their teams to do instead of logging activities, about the importance of coaching (not managing) and his book, which helps sales people -- and the coaches coaching them -- avoid those simple mistakes that are high-frequency deal-killers. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-06-2935 min
ValuClarityTricia Benn Hosts Special Guest Mark BoundyTricia Benn, Executive VP with the C-Suite Network serves as the guest host for this episode. She interviews Mark Boundy as the guest. We talk about the vision of a value-focused organization, and some of the tools we use with clients to help simplify and clarify that process. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-06-2532 min
ValuClarityBryan Wright: Communicating Value Through VideoBryan Wright is a video master, who has run state-of-the-art video production departments for major silicon valley firms, and now does it as his business. Video has become a key tool for companies to communicate their value...and like any tool, can be used expertly or incompetently (and anywhere in between). We discuss how to communicate value, brand, etc. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-06-2233 min
ValuClarityDr. Rachel MK Headly: Culture, Leadership, and ChangeDr. Rachel MK Headly -- author, scientist, and speaker and I talk about leading change, including an introduction to her approach to understanding how the people on your team want to work with each other. Knowing this allows a team to figure out why they drive each other crazy even though they know why they need each other....and how to break the cycle of dysfunctional teams. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-06-1830 min
ValuClaritySteve Sundberg and I Talk About Company-wide Value FocusI met Steve Sundberg when he was a global sales leader of over 150 customer-facing professionals...the most value-conscious sales force I've ever encountered. Since then, he's led or owned several small-to-medium sized contract manufacturers, and has grown them by making sure that the entire company knows how their role contributes to customer value. He's living proof that de-siloing by putting customer value (not simply "the customer") in everyone's sights makes everyone more successful. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-06-1543 min
ValuClarityMartyn Lewis and I talk about the customer's journeyMartyn Lewis focuses his client engagements around their customers' journey. He helps sales forces design their process around a customer buying, which ultimately results in more revenue. His book, "How Customers Buy...and Why they Don't" distills what he does nicely. We talk about what it means to help customers buy...a great conversation Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-06-1143 minValuClarityCristina DiGiacomo: Asking the right questions with the help of PhilosophyCristina DiGiacomo helps business leaders seek greater wisdom. Using the thoughts of history's greatest thinkers, she brings fresh, brilliant perspectives to the most modern problems, but using the world's giant minds to help ask the right questions. I love talking with Cristina, and thought I'd have a conversation with her in front of a microphone. I think you'll enjoy it. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-06-081h 29
ValuClarityArjun Sen: Value and BrandArjun Sen has consulted with a who's who of consumer brands, and continues to advise executives at major brands on strategy. We talk about value in the consumer space, some of the differences vis-a-vis business-to-business marketing and sales...and the even stronger parallels. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-06-0428 min
ValuClarityGreg Williams, on Negotiation and Body Language.Greg Williams, the Master Negotiator, is a noted speaker and trainer on body language and negotiation. We agreed that tough negotiations in sales often means that the selling organization failed to build sufficient value early in the customer's buying process...but that negotiation skills, including an understanding of your counterpart's body language, is often a key skillset. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-06-0128 min
ValuClarityDavid Newman: Selling Yourself First, then Your Value to Achieve the Right PricesDavid Newman is the Author of "Do It! Marketing" and more recently "Do It! Speaking". He helps professional speakers (independents and executives who speak as part of their jobs) grow in all aspects of the business, especially marketing and selling this very intangible service. We talk about the process of building personal credibility and brand to build value that deserves the prices you need. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-05-1809 min
ValuClarityChristine Gilroy: Selling Customer Outcomes: Selling ValueChristine Gilroy has been a sales leader selling sales performance technology for many years. She's sold CRM and bought all kinds of sales training and technology. Through it all, she's seen that the differentiator isn't more/cooler tech, it's selling customer outcomes...She is adamant that tools that help sellers do that are what sales leaders really need, now more than ever. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-05-1435 min
ValuClarityC.Lee Smith talks Hiring Great Talent, Coaching, and Toxic EmployeesLee Smith, founder and CEO of SalesFuel talks about his specialties: hiring great people, coaching them well, and dealing with the different toxic employee types. His book "Hire Smarter, Sell More" captures his learning and his company's special sauce in helping their clients become more successful in selling. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-05-1135 min
Revenue Growth PodcastMark Boundy-Radical ValueIn today’s economic uncertainty right now it’s more important than ever to be able to clearly articulate value. Today’s we’re going to take a deep dive into how to create and communicate value. Today, we are going to talk about value with my new friend, Mark Boundy. Mark is the author of Radical Value. He’s a fellow member of the C-Suite Advisors. Most of all, he’s passionate about helping companies understand and articulate their value proposition.
FREE AUDIOBOOKGet instant access to the Revenue Growth Engine audiobook to get ideas to accele...
2020-05-0933 min
ValuClarityKak Varley and I Discuss Sales and the Customer's WhyKak Varley is a highly experienced sales professional and sales leader. We talk about the essence of sales and value: The company's value to the salesperson, the salesperson's value to the company, the value of the company's products/services to customers. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-05-0837 min
ValuClarityRich Blakeman. Talking Sales and DiscoveryRich Blakeman is the sales leader's leader. He's personally grown and led sales forces, and has helped clients transform their sales forces. His experience with sellers covers a broad range of industries, and he's successfully gone deep into sales organizations to build sales excellence. We talk about how nothing moves without great discovery: understanding the customer, their world, and their aspirations. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-05-0438 min
ValuClarityHolly Duckworth and Mindfulness in SalesHolly Duckworth is an accomplished speaker and mindfulness practitioner. Her most recent book, "Sell More, Stress Less" is a guidebook with 52 weekly affirmations on mindfulness in sales. We talk about mindfulness and intention to be of value to your customer/client is foundational to performing discovery in a truly customer-centric way. THAT enables sellers to uncover value gaps and to co-create innovative solutions with clients. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-04-2737 min
ValuClarityValerie Bertrand; Wealth, and Understanding Your Customer.Valerie Bertrand consults on wealth and investments, but that's the tip of the iceberg that is her offer. She dives deep into clients' motivations, desires, and mental blocks to help them realize true wealth. What she does feels like so much more than your run-of-the-mill investment advisor, and also much more than a counselor....by combining a unique blend of two pretty standard professions, she has developed a highly differentiated, highly valuable service. We talk about that, and how significant her discovery and differentiation is in her business. Learn more about your ad choices. Visit...
2020-04-2330 min
ValuClarityTricia Benn Talks Community, Continuity, and Culture.Tricia Benn of the C-Suite Network talks about her work with the C-Suite Network and that organizations Hero Club. Tricia is in charge of building strong communities of business leaders. We talk about "the 5 Keeps for right now": Keep customers engaged , Keep employees focused keep cash flowing , Keep showing Continuity, Keep your spirits up. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-04-2033 min
ValuClaritySteve Lishansky and Selling ValueSteve Lishansky and I are kindred spirits. Like me, he helps organizations transition from sales forces to teams of trusted business consultants. We talk about understanding the outcomes beyond what a customer knows to ask for. Steve says that "the ability to facilitate [customer] clarity about what is most important to them is the ultimate differentiator". Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-04-1633 min
All Business with Jeffrey HayzlettThe Best Listener Always Wins: Building Value in Sales with Mark Boundy and Jeff PedowitzNow is not the time to sell, now is the time to listen to your customers. That theme forms the foundation of both guests on this episode of All Business with Jeffrey Hayzlett. Our first guest, Mark Boundy the CEO of Boundy Consulting and author of “Radical Value: Elevate Your Company – and Career – by Unleashing the Power Within Customer Centricity.” Jeffrey and Mark get real about how salespeople stink at understanding what a customer values, and those that do are on the sales varsity squad. This conversation is what every sale...
2020-04-1445 min
ValuClarityDavid Veech and LeadershipDavid Veech knows leadership, from his time in the armed forces, to being a leadership coach, trainer, and facilitator. We talk about his work, about creating meaning for people, about aligning everyone in the organization around customer value. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-04-1337 min
No Limits SellingSelling On Radical Value with Mark BoundyMark Boundy has grown businesses in a variety of industries for 25 years, amassing wide-ranging experience in sales, marketing, new product development, and product management. He helps his clients find, win, and keep more business—more profitably. He’s led firms to be value – and price – leaders in a wide variety of product and service industries.
Check out Mark's Book on Amazon Radical Value.
Growing businesses within W.L.Gore & Associates (makers of Gore-Tex®), Lucent Technologies, and GE Capital, Mark developed highly differentiated, premium-priced offerings in some thought-to-be-commodity businesses (like electrical cable and money). He started Boundy Consulting, LLC, to leverage his expert...
2020-04-0720 min
ValuClarityTina Greenbaum, and Mastery Under PressureTina Greenbaum is a psychotherapist with a "performance under pressure" practice. Her clients include top athletes and executives. She comes onto the ValuClarity Podcast to discuss how every sales professional in the world could stand to increase their window of stress tolerance. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-04-0633 min
ValuClarityKerri Salls: Building Business Value by Focusing on Customer ValueKerri Salls, best-selling author of Multiply Your Business Value in 3 Steps, specializes in helping clients grow the value of their businesses. She starts with internal value: people, process and values that operationalize best practices into a business. This results in increased external value: value to a buyer of the business. We also discussed what this means in the context of the current COVID-19 (at least when we recorded this episode), and how the lockdown exposes the truly important in our businesses...what may have been a back-burner initiative is now critical. Learn more a...
2020-04-0227 min
ValuClarityDarrell Amy -- Aligning Sales and Marketing Around ValueDarrell Amy, Author of the upcoming book, "Revenue Growth Engine" and I talk about putting customer value at the center of Sales and Marketing Alignment. Rather than settling inter-department disputes in favor of either sales or marketing, the "winner" should always be customer value focus.Darrell believes that value (and articulating it in the form of messaging and then dialogue) is the fuel of the sales and marketing engine. Your technology stack, processes, playbooks might be great engine components, but without value....they amount to a powerful engine without anything to power it. ...
2020-03-3038 min
ValuClarityLisa Levy and Adaptive TransformationTimes have made this episode's topic more important than ever.Lisa Levy has combined project management with change management...with continuous improvement disciplines to help her clients build a critical business capability: corporate agility. She calls it Adaptive Transformation, and is about to launch a book...to go with her successful consulting practice, LCubed Consulting. We talk about the general need for corporate agility, but go into applying it to quarantines, working virtually, and tease the most important thing you can do: understand your customer value -- then build your strategy and processes...
2020-03-2324 min
ValuClarityBook Launch Interview with Kelly Cordes, WJON.comI'm the guest on this episode, interviewed by Kelly Cordes in Minneapolis. We go through why I wrote the book, and a thumbnail of what's in it. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-03-1621 min
ValuClarityBill Biggs: Talking Culture and Value Culture.Bill Higgs, former Ranger and founder of Mustang Engineering, talks two sides of the same coin: leadership and culture. We discuss his experience with culture, his seven step process for building a culture (from his book, Culture Code Champions), that customer value is the reason business exists, and the importance of using customer value as your "where" alongside your leadership/culture "how". Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-03-0955 min
ValuClarityMark Stiving discusses Value-based pricingMark Stiving of Impact Pricing and the Impact Pricing podcast and I talk about value-based pricing. We agree on how important it is for sales, marketing, and product management organization to have a coordinated approach to building value in the customer's mind, so that a value-based price is possible Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-03-0230 min
ValuClarityCustomer Experience: Jacqueline JasionowskiWe talk about how customer value and customer experience are intertwined. I ask JJ to react to my customer experience classification system. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-02-2425 min
ValuClarityStories, Culture, and Value: Michael Houlihan and Bonnie HarveyStories are getting big in the sales world...but why, and how can you get those benefits? And what else can you use stories for. Bonnie Harvey and Michael Houlihan built Barefoot wines into the world's largest wine brand, by building a culture focusing everyone at Barefoot on value; on the customer. They have started a venture focusing on using the best in storytelling to help companies build the right culture. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-02-1726 min
ValuClarityVC 004Companies have formed silos to help them perform their operations more efficiently and effectively, but that siloed structure often fails organizations trying to execute major buying decisions. Sales organizations need to be effective guides, saving their prospects from their own dysfunctions. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-02-1020 min
ValuClarityValue Propositions, Value Messaging, and Value NetworksValue propositions are a monolithic statement in a world that requires personalization.Value messaging is telling, not selling.Value networks help companies build a suite of value hypotheses tuned to individual buying personas Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-02-0326 min
ValuClarityFive Myths About Price And DiscountingMyth 1: Price should be calcuated from your costsMyth 2: Dropping price will increase demandMyth 3: Price is just another featureMyth 4: You can "Make it Up On Volume"Myth 5: There's Such a Thing as Limited-time DiscountBonus Myth 6: When a Customer Says "Your Price is Too High", believe it. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-01-2720 min
ValuClarityIntroductory Episode. Defining Value.Our First Episode! What the ValuClarity Podcast is all about, and why we're here. First order of business: define value...the same as customer-perceived value, because value doesn't come in any other flavors.Special thanks to Craig Theorin for the theme music: The Know Value Blues. Learn more about your ad choices. Visit megaphone.fm/adchoices
2020-01-2005 min
Project Management Office HoursMark Boundy, Boundy Consulting and Joe Pusz, The PMO SquadAccelerate your success with the right mentors! Listen in as Mark Boundy and Joe Pusz talk about sales predictability and project managment know-how for your corporation. Where are you without it? Mark Boundy, Boundy Consulting grows businesses, drawing from wide-ranging experience in critical leadership roles: corporate, product, marketing, and sales. He brings a "customer-perceived value" perspective […]
The post Mark Boundy, Boundy Consulting and Joe Pusz, The PMO Squad appeared first on Business RadioX ®.
2017-07-1800 min
Project Management Office HoursMark Boundy, Boundy Consulting and Joe Pusz, The PMO SquadAccelerate your success with the right mentors! Listen in as Mark Boundy and Joe Pusz talk about sales predictability and project managment know-how for your corporation. Where are you without it? Mark Boundy, Boundy Consulting grows businesses, drawing from wide-ranging experience in critical leadership roles: corporate, product, marketing, and sales. He brings a "customer-perceived value" perspective [...]
2017-07-1838 min