Praise for Radical Value
Has specialization hurt customer focus? Has the big picture been lost by narrow divisions of labor? Do you have team members who say, Sales is not my job!? Mark Boundy skillfully tackles this ubiquitous challenge by prescribing a return to basic business principles. Radical Value is a guidebook for any company serious about aligning their workforce with the goals and expectations of their customers.
~ Michael Houlihan, Founder of Barefoot Wine, New York Times Bestselling Author, and Workplace Culture Expert
As every business goes through massive changes, salespeople need to engage buyers in a new type of value-centric conversation harnessing personal psychology and value economics to drive the decision-making process. The book's strength comes from the author's willingness to make a strong case for demolishing silos and creating a culture where commitment to radical value leads to excellence and market dominance. This book is a must-read for any CEO, CSO, VP sales, and sales enablement leader.
~ Gerhard Gschwandtner, Founder and CEO of Selling Power Magazine, Sales 3.0 Conferences, MindsetScience, and Founding member of the Sales Enablement Society
Your company exists to create value. What a radical idea. Its so simple, yet so true. Radical Value drives this home, showing how every department, every person, inside your company, contributes to the value your customers perceive. You must apply this simple premise to yourself. You should apply it to your entire company. Mark Boundy does a fantastic job showing how to be more successful, just by focusing on value.
~ Mark Stiving, Ph.D., Chief Pricing Educator, Impact Pricing LLC. Author of Impact Pricing: Your Blueprint for Driving Profits 2011, & Host of the Impact Pricing Podcast
There are literally dozens if not hundreds of books on value, value selling, and the like. Don't be fooled into thinking that this is just "one of many" and, therefore, worth passing by. Mark works from high-level concepts down to implementation level details through the single most important aspects of a focus on value: how it is defined, measured, and experienced by the customer - and in many cases the individual within the customer. This makes the book practical, actionable, and ok... valuable ! Well done, Mark, for bringing the industry what we need most right now.
~ Rich Blakeman. Director of Membership, Vistage Worldwide, Inc. Former Sales Vice President, Miller Heiman
Customer service is the epicenter for any business; however, its more than just how to provide the best service. Its about providing value for your customers. These two concepts should go hand in hand, and Marks book reinforces that principle. Its a win-win for both customers and companies. What are you waiting for? Read this book!
~ Jeffrey Hayzlett -- Primetime TV & Podcast Host, Speaker, Author, and Part-Time Cowboy
If you want to transform your organization, use the Radical Value approach with your team. Creating cultural outcomes that employees connect to will inspire your people to get into the heart & mind of your customer. Organizations that understand their customers will get it right, every time.
~ Jacqueline Jasionowski, Founder, and CEO of Shift Awake Group. Former Customer Experience Sales Manager, BMW Group
Radical Value provides a playbook for aligning and equipping organizations to build meaningful customer relationships that achieve improved, sustainable financial results. In Radical Value, Boundy generously provides us the tools and concepts for success and helps us understand it takes organizational commitment to truly maximize our results. The concepts and processes outlined help us understand the whole picture. If we use the book as a road map for growth, we will see the journey involves changing our thinking about how value is perceived by our Customer, teaching our Sales & Marketing teams to be experts at gathering data, understanding the personal and business drivers motivating our Customers decisions and developing our options well before even discussing price. In short, its an exceptional resource for understanding where to lead our teams and how to equip them to build deep, meaningful Customer relationships that will positively impact our Customers results and our own.
~ Steve Sundberg, President & CEO, MedTorque
One of the hidden arts of selling strategically and impactfully is the exploration, understanding, and delivery of VALUE. In Radical Value , Mark Boundy delivers all the perspective you need on how to decipher and deliver value to your clients and position yourself as their trusted resource. Mark himself is THE thought leader on value in all aspects of sales and positioning, and if you arent following him, you absolutely need to. If you are serious about energizing your sales game, I highly recommend you reading and absorbing the invaluable content in Radical Value .
~ Joe Beck, Founder, The Sales Activist
To thrive in business, we need to become constant disruptors and reject the status quo in order to continue to deliver on the mission, vision, and values driving our success and impact. Providing value that is customer-centric is critical to achieving the necessary balance between people and profits. Mark Boundys book sheds new light in revealing leadership values, conscious capitalism, and performance and shareholder value as complementary concepts, not competing ones.
~ Tricia Benn, General Manager, The Hero Club, Executive Vice-President, C-Suite Network, disruptor, and agent of change
Radical Value
Elevate Your Company
And Career
by Unleashing the Power Inside Customer Centricity
Mark Boundy
Copyright 2020 by Mark Boundy. All rights reserved. Printed in the United States of America. No part of this book may be used or reproduced in any manner whatsoever without written permission except in the case of brief quotations embodied in critical articles and reviews.
For information address Goodrich Publishing, 2550 W Union Hills Dr, Ste 350, Phoenix, AZ 85027
This book may be purchased for educational, business, or sales promotional use. For information, please email mark@boundyconsulting.com
Published by Goodrich Publishing
Phoenix, Arizona
GoodrichPublishing.com
ISBN-13: 978-1-7339963-0-3
Library of Congress Control Number: 2020933588
Table of Contents
Part 1: A Radically Value Focused Culture
A Way Out of the For Process Trap for You and Your Customers
Chapter 1: The Purpose of Business: Value Creation
Value is the Basis of Business. Now, Make Value the Focus of Your Business
What is the Core Principle of Your Business? What are the Alternatives, and Which Is the Right One?
Values Driven Culture: Value Makes Values Work Better
Shareholder Value: A Trailing Indicator, Not a Guiding Principle
Stakeholder Value: More Balanced, More Ambiguous
Beyond Shareholder and Stakeholder Value: Customer Satisfaction and Customer Focus
Why is Customer-Perceived Value So Powerful?
The Verdict: Customer Value Should be Your Organizational Way of Life. Thats Radical
Chapter 2: What Is Value?
Basic Decision-Making Processes Around Value vs. Price
How Value Grows in the Mind
The Basis of Value: Differentiation
