The Axioms of Selling Blog

29 Mar by Andy Smith

Suppose you came into work bright and early on a Monday morning, just four days before the end of the quarter. You glided to your desk with that quiet confidence of a sales leader who was going to blow away their quarterly target. As usual, one of your first tasks is to fire up your CRM and check the status of your team’s sales pipeline and forecast. To your shock, you see 1/4 of the deals your team forecasted to close this quarter have pushed to the next quarter. Now what?

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28 Mar by Andy Smith

I’ve spent over two decades consulting with some of the world’s leading sales organizations on their sales process. From this work, I have found three very common sales process problems each of which lead to unpredictable sales pipelines:

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20 Mar by Bob Sanders

I have a bit of a confession to make … I am a life-long sales person.  In fact, I was even raised by sales people. So, I have to admit that I was pleased to see Chanin Ballance’s comments about leveraging sales enablement solutions to increase the selling time for sales teams.  After all, as a sales person, I hated administrative tasks. At times I truly believed that my company would rather have me completing reports than selling.  Had anyone asked me, I would happily have told them that the key to me selling more was to eliminate as many administrative tasks as possible!

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05 Mar by Bob Sanders

During a recent conversation with a learning and development leader, he was lamenting the lack of coaching in his organization. “Our sales managers aren’t really coaching, they are just another level of people in the organization trying to manage the funnel,” he said.

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13 Feb by Bob Sanders

Have you ever read a book or seen a movie more than once?  If you have, you may have noticed something remarkable the second, third or even fourth time through – that story you thought you knew so well suddenly has hidden gems you didn’t notice before.  Maybe it’s a character that didn’t capture your attention before, or a theme you never noticed, or foreshadowing that only made sense the third time through the story.  

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