The Axioms of Selling Blog

Bob Nicols

Bob Nicols
Bob Nicols has 34 years of experience in sales, sales management, executive management and sales force development. He founded Burton Training Group, now AXIOM Sales Force Development, in 1990 after being a top and highly recognized performer in sales, sales management and executive positions within the technology sector. He has managed and mentored thousands of sales people, sales managers and senior managers and been responsible for hundreds of millions of dollars in sales. For more than 21 years he has developed and delivered sales programs that have become the standard for many Fortune 100 companies including AT&T, BellSouth, Disney Enterprises, Alltel, Verizon and ESPN. AXIOM programs have been implemented in over 30 countries including Japan, the UK, Germany, Dubai, Brazil, Taiwan, Singapore, Australia, China, Mexico, Canada, South Korea, Slovakia, Sweden, and The Netherlands. Bob's highly energetic and insightful lectures and workshops have resulted in invitations to be a featured presenter at dozens of national and international sales meetings and conferences. He is a trusted advisor to the presidents and senior managers of multiple organizations, both large and small and has been a board member of a national technology company. Bob is the developer of AXIOM's “Selling Sciences ProgramTM” and co-author of the “Selling Sciences” CD series.
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Recent Posts

06 Jul by Bob Nicols

Over the years, New York Giants coach Tom Coughlin has been maligned for being a strict disciplinarian. He's been called Colonel Coughlin, a strict setter and reinforcer of rules and guidelines only military veterans could comprehend and appreciate.

It should be no surprise that Coach Coughlin, when at 65 was the oldest coach to ever win a Superbowl, has been known to have difficulty relating to, connecting, and communicating with younger players.

If you're four minutes early to Colonel Tom's meetings, the coach considers you late. Tom doesn't appear to be a "player's" coach. He has been faulted for being a compliance manager, which means he gives an order, HIS order, and failure to obey results in negative consequences.

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04 Jul by Bob Nicols

I have a list of blog topics that I work from each week. If you've been following me, you know it includes topics like sales forecasting, sales process, sales management and coaching.

So, per usual, I referred to this trusty document this morning for direction and inspiration. I see the words, "4th of July related content." I stared at my monitor, then back at the topic, then back at my monitor.

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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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30 May by Bob Nicols

Let me rant for a few minutes. I know it's not my style, but I've been driven to the brink by two recent call center encounters that left me wondering whether or not I was being punked.

The following stories are true. The names have been changed to protect the less-than-innocent and, selfishly, both of these companies are excellent prospects for my company.

 

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25 Apr by Bob Nicols

I'd like you to think about your customers and prospects for a moment -- more specifically, about how they spend their time when going through the decision cycle for the solutions you offer.

How much time, as a percentage of the total time they have, do you think they actually spend evaluating YOUR solution?

In the last twenty years we've asked this same question of thousand of sales people. A few optimistic people will say five or 10 percent, but the sales veterans know better:

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