The Axioms of Selling Blog

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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07 Nov by Jimmy Gary

This article was guest written by AXIOM Sr. Instructor Jimmy Gary.

It was my first day at my new sales job and my manager (we'll call him Joe) showed me my new desk, complete with all the tools for success: A computer, a phone, and yes, even business cards.

Immediately I thought "Man how prepared are they? They even have my new business cards ready to go; boy have I chosen well or what?" The next words out of Joe's mouth will stick with me forever:

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31 Oct by Bob Sanders

In part one of our Sales AI Solutions series, we covered the many benefits of Artificial Intelligence (AI), and how sales results are produced based on the performance pyramid (see below).

Ultimately, we concluded that sales results are produced by selling behaviors, which are enabled by your sales reps’ skill and knowledge, which rests on a foundation of capacity and commitment. We call this the “causal chain”.

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