The Axioms of Selling Blog

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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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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