Blog

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31

Dec

AXIOM named to SellingPower Top 20 List

Today AXIOM announced that it has been included on the 2016 list of the Top 20 Sales Training Companies that excel in helping sales leaders improve the performance of their sales teams. The list appears in the June issue of Selling Power magazine, which will be available to subscribers the first week of June.

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31

Dec

Much has been written in recent years about the fundamental shift in how people buy and the corresponding need to change the way in which sellers engage with these buyers. Today’s buyers are using the internet and social networks to research alternatives BEFORE engaging sellers, meaning the sales professional must shift from being the primary source of information about a solution to a collaborative partner or trusted advisor.

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31

Dec

You run or support a large sales team, and you’ve got a problem. It could be missed top line, perhaps shrinking margins, maybe the wrong product mix, or inaccurate forecasts, but you definitely have a problem. So now what? You analyze the problem, looking for THE root cause only to find a cornucopia of underlying issues:

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31

Dec

It seems like everyone is talking about sales stages these days. Triggered learning, content delivery, playbooks, and activities all associated to the opportunity stage.  But is that really meaningful? In many cases, the answer is no.

Static Selling Vs. Dynamic Buying

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31

Dec

As I was skimming through Zite earlier today, a blog by Mark Hunter (or The Sales   Hunter as his website bills him) caught my attention. The headline: “Sales Motivation Video: Just Go For It! Stop Second Guessing Yourself!” Now, in all fairness, I don’t know Mr. Hunter. I find him to be an engaging speaker, and based on the video, I suspect he is genuine in his desire to help sales people.

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31

Dec
3 Steps to Radically Improve Sales Engagement and Business Results

Here’s a quick test for you: Pull a report of the top 20 opportunities in your organization. Now, go to each of them and answer the following questions:  

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31

Dec

It’s that time again! From eating better, to getting more exercise to spending more time with loved ones, people everywhere begin the new year with the intent of creating new healthy habits or abandoning old unhealthy ones.   Seems like the perfect time to take a similar view of your enterprise sales team, and the good news is that just one simple change in 2015 could change everything about your sales performance now and for many years to come.

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Dec

At AXIOM Sales Force Development, at the end of any sales training exercise we always ask, "What was the most significant thing you learned?" Click here to read a few of the recent responses!

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Dec

When sales training begins to look like the "Five Minute University" where you learn what the average college graduate remembers five years after leaving school, it's time for a change.

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31

Dec

No matter the severity or frequency of the stick, sales people will continue to fight the directives to use CRM until leadership makes the CRM serve the sales people.