The Axioms of Selling Blog

03 Oct by Bob Nicols

If you've followed our blogs, read articles we've written, or picked up a copy of our book, "The Journey to Sales Transformation," you know how we feel about the sales profession.

We have a tremendous amount of respect for those who do it well and for the right reasons. You know we believe that salespeople who chase deals, commission checks or quota attainment are chasing the wrong things. You know we believe the amount of money we make is dependent on the amount of impact we have on other people's lives.

As it turns out, we're not alone in believing that the purpose for our sales career, or the "why we sell," will have as much or more impact on our success than what we sell or how we go about doing it. In fact, why we sell may even dictate what and how we sell and will certainly define the perception customers have of us.

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26 Sep by Bob Sanders

I still remember the conversation as if it happened just this week. It was the second day of a three-day workshop when one of my students came in early. I was setting up the classroom when Mary (not her real name) asked if she could speak with me.

"Of course, what's up?" I said, expecting to hear her ask to be excused early for a customer meeting since that's the most common reason students ask to speak with me before class begins.

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19 Sep by Mike Bybee

Sales people are often told that the key to prospecting is to find business problems that haven't been solved yet, and then demonstrate how their products or services can solve them.

That's a simple concept, and it's difficult to argue with the logic behind it. It's one that's easy to forget, though, when leadership drives sellers to focus solely on the quantity of opportunities in the funnel, rather than the quality of those opportunities.

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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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