ValuClarity

ValuClarity

By Mark BoundyBusinessEntrepreneurshipMarketing
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ValuClarity episodes

  • VC4-009 Tina Greenbaum and connecting with the calm within.
    Tina is a long-time therapist who helps clients in all fields master their stress levels to perform at their highest. We all have a level of stress we can handle and perform well under. We also each have an overload level of stress, at which we start shutting down, and no longer perform well. Tina helps clients raise their "overload level". We talked about that, mindset, and more during this great episode.
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    36 min
  • VC 4-008 The Value-focused company and Elite Selling
    Every once in a while, someone shares their skepticism that everyone in a company can be made to understand how their job connects to customer value creation or realization. I wanted to share my experience, which states that it can in fact, be done.
    In fact, achieving this goal means that you can achieve something even more important: an entire sales force who is expected to sell at an elite level of value selling, and that nothing less is acceptable. This flies in the face of normal management dogma that you are always ever going to get 15-20% elite sellers. I've experienced an organization that threw such dogma out the window.
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    17 min
  • VC 4-007 Mark Boundy Venting about mediocrity in sales management
    Mediocrity 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!
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    31 min
  • VC 4-006 Denise Meridith and I talk about Diversity and how the CEOs job has changed
    Denise Meridith led the Bureau of Land Management as the first black woman the Bureau had hired back in the day. Her journey has given her a unique perspective on leadership. In addition, she used her job as an opportunity to build Arizona's economy by using public lands as resources for tourism. Her expertise in managing diversity has been sought by companies like Hewlett Packard. Listen to her perspective on the future -- heck, the new reality -- of leadership.
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    36 min
  • VC 4-005 Cristina DiGiacomo and I talk about mediocrity
    Cristina DiGiacomo, philosopher, and I spent some time talking about mediocrity in the world an workplace. There is no area of human endeavor safe from the corrosive effects of "doing just enough", or being satisfied with average...or even someone else's strategy which we label "best practice".
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    41 min
  • VC 4-004 Eric Mulvin talks about customer experience.
    Eric Mulvin owns and operates Pac-Biz, a provider of outsourced customer care services. That means he operates a call center in the Phillipines with customer service agents for a couple of industries. He helped me see that his business model helps elevate his clients (he has a heavy concentration of taxi companies around the world) customer service by bringing CX domain expertise into an industry where customer service isn't often viewed as a differentiator. Eric shared how he's structured his service to maximize service rather than minimize costs. Outstanding episode!
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    25 min
  • VC 4-003 David Buchanan and being a trusted advisor to your customers.
    David Buchanan is the CEO of Voith Paper in the US. His company is a full-spectrum supplier for paper makers, making complete paper mill machines, parts, services, engineering, supplies, wear parts, etc. This a tight-knit industry with a stable universe of customers, but one that is capital-intensive, and very technologically intense. Voith is a premium supplier that supplies more reliable, efficient paper mills. Hear how Voith turns that differentiation into a way of doing business.
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    33 min
  • V 4-002 Ken Flood and the buyer's journey, Part 2
    Ken Flood looks at sales like a change management engagement, which is true...when the customer is buying something they feel is new, risky, or complex. Thus, we end up agreeing about a lot of things, but coming at them from different directions, which I find refreshing. I hope you agree. This conversation went almost 50 minutes, so I cut it into two episodes. Here's part two.
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    27 min
  • V 4-001 Ken Flood and the customer buying framework... Part 1
    Ken Flood combines sales expertise with change management consulting experience. He looks at sales like a change management engagement, which is true...when the customer is buying something they feel is new, risky, or complex. Luckily, that's my world too, so we end up agreeing about a lot of things, but coming at them from different directions, which I find refreshing. I hope you agree. This conversation went almost 50 minutes, so I cut it into two episodes. We had a convenient break right in the middle, so here's part one.
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    26 min

About ValuClarity

From the publisher's feed

Customer-perceived value drives all commercial activity, from deciding to click a link, to accepting a requested sales appointment, all the way to the final buying decision. We discuss uncovering…