The Axioms of Selling Blog

15 May by Bob Sanders

It continues to amaze me when another new sales training program is launched or book is written.  Sales performance is so important to both individual sales people and the companies that employ them that there is a seemingly insatiable appetite for some new, unique competitive advantage.  This creates tremendous opportunities for sales training companies and would-be sales experts who promise the latest, greatest tactic. But is there really something new? Has buyer behavior changed so fundamentally that a radically new approach is necessary?  

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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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