The Axioms of Selling Blog

Andy Smith, SVP Sales & Marketing

Andy Smith, SVP Sales & Marketing
For 24 years, Andy Smith has been helping some of the world’s leading sales organizations, including Honeywell, MasterCard, ExxonMobil, Microsoft, and others increase their effectiveness through improved sales process execution, better sales coaching, consultative sales skill development, and higher CRM adoption. Andy holds a degree from Baylor University and prior to joining AXIOM he served in senior sales leadership roles for Sales Performance International, AchieveGlobal, and Acclivus Corporation. He started his career in sales with Xerox before joining ExxonMobil where he discovered his passion for the sales performance improvement profession. Andy lives in Denton, Texas. Ask Andy about his very average golf game, radio broadcasting of high school sports, or his three adorable grand babies.
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Recent Posts

I was recently working with a salesperson in Delaware and, as I stood there glancing over his shoulder at the long list of opportunities he had built up in his sales pipeline, I noticed every one of his win probability percentages was listed at 10 percent. Naturally, such low projections stuck out like a sore thumb.

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Let’s imagine for a second that you’re a head football coach. You have quality players at every position, but what really makes everything run so smoothly is your quarterback, who can light up a scoreboard like no one you’ve ever seen. He’s the best player on the field every week and averages four touchdown passes per half.

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Have you ever looked forward to a meeting knowing that both you and everyone involved will come away way afterward much better off than you were going in? Of course you have. But based on many years of first-hand experience, I’m guessing the meeting you were looking forward to wasn’t a Key Account Review. It was probably something you had to do not something you wanted to do.

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For the past 20 years I’ve been fortunate to talk to hundreds of sales leaders about their team and their organization’s performance.  Almost universally when I ask, what is the #1 reason your sales leaders don’t coach more often the response is “they don’t have time to properly prepare.”  This exact response happened again just this morning in a call with a VP of Sales from a leading HCM Analytics provider.

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We’re a couple of weeks into the 4th quarter ( our fiscal year is also the calendar year).  And in the 4th quarter almost every sales leader I know (including me) is frantically, and singularly, focused on doing whatever it takes to hit their number.  Their adrenaline is in overdrive and there is this unrelenting drive to finish strong and finish successfully.  

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