The Axioms of Selling Blog

Bob Sanders

Bob Sanders
Bob Sanders has more than 25 years experience in sales, sales management, and marketing. Bob has served as President and CEO of AXIOM Sales Force Development since 2006. His passion about sales behavior and coaching helps develop people into their best selves. Since Bob joined AXIOM as a partner in the fall of 1993, he's helped dozens of companies around the world generate hundreds of millions in additional revenue. Bob holds a degree in Marketing from Miami University. He has been a keynote speaker at numerous corporate events and industry conferences. He is a founding underwriter and frequent contributor to the Sales Management Association. He co-authored AXIOM's “Selling Sciences Program™” workbook and audio program, and is a contributor on "A Journey to Sales Transformation". When Bob is not advocating on behalf of buyers and sellers worldwide, he is an avid cyclist, father, and husband.
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Recent Posts

12 Sep by Bob Sanders

According to Harvard Business School professor Clayton Christensen, each year more than 30,000 new consumer products are launched and 80 percent of them fail. There are a myriad of reasons for this, not the least of which is that the sales organizations aren’t getting what they really need from new product training so they can, you know, sell the new product!

Unfortunately, most product training often bypasses the important step of teaching salespeople how to have solution-oriented conversations in favor of a features-based approach that sales reps then regurgitate in the field. 

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05 Sep by Bob Sanders

Perhaps you recall the Seinfeld episode "Little Kicks" in which Elaine Benes dances at a party in a fashion George describes as a "full bodied dry heave set to music." To be sure, what Elaine lacked wasn't just a well orchestrated set of movements and perfect timing, but timing certainly compounded her general lack of ability. Which brings me to sales transformation.

Perhaps you've read our white paper on Sales Transformation and are considering a project for your organization. Or possibly, you're looking to improve results and sales transformation is one of several possible approaches you're evaluating to achieve this end.

Maybe you're simply curious about a term that is fast becoming one of the most talked about initiatives in business. Whatever the stage of your interest, you can quickly see that achieving trusted advisor status with your customers, and the corresponding impact on revenue and margins, involves more moving parts than Elaine's famed "little kicks" dance move. 

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29 Aug by Bob Sanders

Imagine if a football coach brought a new player onto their team, handed them a playbook, and told them, “Read this and be ready to run all of these plays for our next game, and by the way, the game is tomorrow.” Is this new player set up for success?

Probably not. It’s crazy to expect any player could learn the entire playbook, along with the skills they need to execute the plays, without some solid practice. And yet, this is more or less the approach to onboarding new salespeople in many companies.

Most companies know what they want a new salesperson to learn, but unfortunately, they haven’t put any thought into how the learning will be structured to ensure success.

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03 Aug by Bob Sanders

A lot of emotion and energy goes into sales forecasting and, unfortunately, there’s no magic bullet to developing a forecast that is 100% accurate.

However, it is possible for most companies to make significantly more accurate forecasts with substantially less negative energy surrounding the exercise. It may require attacking a few sacred cows that are barriers to effective forecasting, but when you don't have alignment between the various groups impacted by the forecast, something needs to change. 

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27 Jul by Bob Sanders

Are you taking full advantage of the growth opportunities in your strategic accounts?

In theory, strategic accounts are true collaborative partnerships where both the customer and the sales organization are continually seeking ways to grow value...for both.

Yet too often the day-to-day urgent issues get in the way of “thinking beyond the moment” so you can work with these accounts to identify and jointly pursue  growth opportunities.  

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