The Axioms of Selling Blog

22 Jun by Bob Nicols

Most Sales Executives believe once the economy takes off, their revenue numbers will be once again achievable. Budgets will be funded, people will start buying, and happy days will be here again.

The economy is not a like a light switch that is either on or off. Economic downturns have broader consequences. And as conditions improve, it's critical for Sales Executives to recognize what has changed and adjust their selling strategies and approaches accordingly.

This is especially important when in a necessity-based economy.

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20 Jun by Ed McAdoo

Have new buying behaviors resulted in prospects delaying direct engagement with sellers until later in their buying process?

Are you or your sales teams finding that when buyers do engage, their primary focus is on price and availability?

Are sellers rushing to propose solutions and contracts without really knowing how the buyer will determine which solution is best?

Buying behaviors are rapidly evolving, and this evolution may magnify holes in your existing sales methods. As simplified access to information is coupled with the social influence of online collaboration, stress is mounting and funnel volume is falling for many reps.

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15 Jun by Ed McAdoo

In this economy, businesses are doing everything in their power to maximize revenue while reducing expenses. This includes reducing time out of the field for training events.

While training mediums/modalities continue to evolve to support the need for virtual self-directed learning, training organizations are repackaging the "same old stuff" to fit the new mold of training.

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13 Jun by Bob Sanders

We recently spoke to a senior sales operations leader who shared this confession, “Last year we paid more than $2B in sales commissions and we have no idea what we really got for it.”

Sounds insane, right? Surely they got $5B to $20B in revenue for that investment…or did they?

Herein lies the critical sales problem: Did we win because we outsold the competition or did we win despite the fact that they’re outselling us?

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08 Jun by Bob Sanders

Check out Part 1 of this post here. In this post, we discuss why sales people don't input data into your CRM and the problems this causes.

In the final analysis, the reason people don’t enter data into the CRM is because the personal cost-benefit analysis is askew. Many companies have tried and failed to remedy this by administering negative consequences for non-compliance, which results in minimum compliance and bad data.

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