The Axioms of Selling Blog

08 Jan by Bob Sanders

Once again, Alabama will be playing for the national championship this year and I am reminded yet again of the importance of a comprehensive system for competitive excellence. At Alabama, they don’t just have a scheme for offense and defense, they have a system for everything from who they recruit to how they practice and prepare to how they coach. And they are fanatically committed to that system. If this approach helps the Alabama football team achieve the highest winning percentage in college football, could help your team win at a higher rate as well? Absolutely!

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06 Dec by Andy Smith

Every time I get an unsolicited Request for a Proposal (RFP) I’m reminded of the movie, Dumb & Dumber. In this film, Jim Carrey's character is rejected by the girl of his dreams when she gave the odds of them ending up together at 1 in 1,000,000.  He responds enthusiastically with what's become a classic line: "so you're saying there's a chance".   This isn’t unlike the reaction many salespeople, and their leaders, have when an RFP they weren’t expecting comes their way, isn’t it?  No?  Just me? 

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28 Nov by Bob Nicols

I recently had an interesting conversation with a friend (we'll call him Dave) during which he described his experience at a well-known coffee shop drive-through window.

He is a repeat customer, waiting in line at the beginning of his daily commute four to five mornings a week. Being very much a creature of habit and routine, he orders the same thing at almost the same time every day.

Dave recounted how he waited patiently in line last Tuesday and as soon as he reached the coveted spot by the menu and speaker to place his order, a chipper voice said, "How about trying a delicious double chocolate, iced pound cake with macadamia nuts and caramel sauce?" While this may seem innocuous enough, in Dave's view, this approach was completely inappropriate.

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21 Nov by Suzanne Franks

I began practicing yoga 4+ years ago as a way to stay fit, flexible, and healthy so that I could maintain my type A lifestyle. At that time I was working in the chaotic world of local media sales which further accelerated my type A tendencies.

Actually, I did not find yoga. Yoga found me. The studio I chose to practice at fit conveniently into my hectic schedule, offering classes five nights a week at 8:30pm. This gave me time to rush home from work, feed my family, get the homework underway, race to the studio, lie down on my mat, and wonder if anyone remembered to feed the dogs.

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14 Nov by Suzanne Franks

The launch of a new product can be an exciting time for a company. Nearly every department has a role and expectations are high.

Leadership describes how sales of the new product will positively impact the company's future and help position the company strategically for long-term success. Excitement is palpable, except in sales, where the launch of the new product is usually accompanied by a newly raised quota.

Unfortunately, an all-too-common result of new product launches is that sales don't live up to those initial expectations. And it's not for lack of effort or product quality.

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