Selling On Radical Value with Mark Boundy

On Episode 72 of The No Limits Selling Podcast, we have Mark Boundy, a Sales, Pricing, and Value Consultant at Boundy Consulting, LLC. Mark 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 expertise to clients, mostly in the sales performance area. Ultimately, he formed ValuClarity, packaging his expertise into courses and consulting methodologies available electronically and through affiliates.

Mark holds a degree with high distinction in Business Administration from the University of Michigan’s Ross Business School. He lives in Phoenix, Arizona, father of two grown sons. He is an avid mountain biker and culinary hobbyist.

Contact Mark:

• Website
• LinkedIn
• Twitter
• Email

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[EDITOR’S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance]

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Summary

Introduction

The podcast begins with an introduction of Mark Boundy, a Sales, Pricing, and Value Consultant at Boundy Consulting, LLC. Mark has a wealth of experience in growing businesses across various industries, with a broad range of expertise in sales, marketing, new product development, and product management. He assists his clients in finding, winning, and keeping more business in a more profitable manner.

Understanding Customer Business

Mark emphasizes the importance of understanding your customer's business. He believes that one cannot truly understand their customer's business until they understand business in general. He also highlights the importance of understanding how your product impacts your customer's business, which requires a basic business acumen.

Value Perception and Business Impact

Mark shares an example of a company selling commercial carpet that lasts longer than its competitors. He explains that customers often calculate the value of a product based on its longevity. However, they often overlook the business disruption caused by replacing the carpet, such as moving furniture and dealing with complaints. Mark argues that this disruption often costs the business more than the carpet itself, and it's the salesperson's responsibility to make the customer aware of this.

Sales Department Revamp

Mark discusses the importance of diagnosing what's working well and what's not in a sales department. He emphasizes the need for salespeople to help customers see all the available value. This involves understanding the customer's business, asking insightful questions, and being an expert in your product or service. He also highlights the importance of communicating the unique aspects of your product in the language of customer outcomes.

Conclusion

In the podcast episode "Selling on Radical Value with Mark Boundy" on the No Limits Selling Podcast, Mark Boundy, a seasoned Sales, Pricing, and Value Consultant, emphasizes the importance of understanding a customer's business and the impact of a product on that business. He illustrates this with an example of a carpet company, highlighting how customers often overlook the business disruption caused by product replacement, which can be more costly than the product itself.

He also discusses the need for sales departments to help customers see all the available value, which involves asking insightful questions and communicating the unique aspects of a product in the language of customer outcomes. The podcast concludes with Mark encouraging listeners to read his book, "Radical Value," and provide feedback.