AXiOM Blogs

Trusted Advisors know their Customers Buying Criteria
As with most young sales people, in the first few months of my career I struggled with what questions to ask of my prospects and in what order to ask them. On good days, I came across with at least enough confidence to garner a little respect and a minimal amount of participation by my contact. On bad days, I got three orders: get out, stay out and don’t come...Read More
Transactional vs Consultative Selling
A Rant to Call Centers from a Frustrated Customer Let me rant for a few minutes. I know it’s not my style, but I’ve been driven to the brink by two recent call center encounters that left me wondering whether or not I was being punked. The following stories are true. The names have been changed to protect the less than innocent and, selfishly, both of...Read More
What Salespeople Can Learn from Rock Stars
It’s time for you to present your solution to your prospect. You’ve qualified your opportunity , done additional research to uncover a broader base of impact on your prospect’s business with your products and services. You’ve arranged for participation in the presentation by your engineers and sales manager. There are three segments you will...Read More
The Foundation for Effective Sales Coaching
The evidence continues to mount that effective sales coaching is the single best tool to improve sales performance. In fact, a survey of more than 2,600 reps and mangers from 40 global Fortune 500 companies conducted by SEC Solutions, a leading NASDAQ sales research best practice firm, found that sales teams receiving high quality coaching are far more likely to improve...Read More

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