John Boney
Sales effectiveness leader and coach who focuses on value-based selling and manager coaching practices; shares frameworks and practical questions for developing frontline sales managers.
Best podcasts with John Boney
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Aug 6, 2024 • 18min
Articulating Value Throughout the Sales Process
John Boney, a facilitator with Force Management, dives into what it takes to sell based on value. He emphasizes the importance of a buyer-focused mindset and understanding the customer's Decision Criteria. Boney highlights the challenges of adapting to shifting customer priorities and the significance of engaging multiple stakeholders through multithreading. He also discusses how to navigate the political landscape within organizations to effectively communicate value propositions, ensuring sellers stay aligned with buyer needs.
Aug 5, 2025 • 20min
Be A Better Sales Coach with Value-Based Techniques
Join sales effectiveness leader and coach John Boney as he explores the art of value-based coaching for sales managers. He emphasizes treating reps like customers to understand their unique motivations. The conversation highlights the importance of building trust rather than merely fixing problems. John offers practical strategies, including reflective questioning and aligning coaching with reps' personal goals. Discover how to drive growth through curiosity and structured discovery, transforming every coaching session into a powerful development opportunity.
