The Axioms of Selling Blog

Bob Sanders

Bob Sanders
Bob Sanders has more than 25 years experience in sales, sales management, and marketing. Bob has served as President and CEO of AXIOM Sales Force Development from 2006 to 2018. His passion about sales behavior and coaching helps develop people into their best selves. Since Bob joined AXIOM as a partner in the fall of 1993, he's helped dozens of companies around the world generate hundreds of millions in additional revenue. Bob holds a degree in Marketing from Miami University. He has been a keynote speaker at numerous corporate events and industry conferences. He is a founding underwriter and frequent contributor to the Sales Management Association. He co-authored AXIOM's “Selling Sciences Program™” workbook and audio program, and is a contributor on "A Journey to Sales Transformation". When Bob is not advocating on behalf of buyers and sellers worldwide, he is an avid cyclist, father, and husband.
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Recent Posts

24 Oct by Bob Sanders

Artificial Intelligence, or AI, may be the hottest topic in all of business – including sales. However, a quick look at what AI does, and how it does it, reveals important cracks in the story, promising AI will transform your sales performance and turn your team into world-beaters.

In order to separate the hype from the reality, it’s important to understand how AI works and the key ingredient to making it work for you and your team.

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17 Oct by Bob Sanders

 

Who’s the hero of your demo?

A VP of Sales Operations from a leading B2B technology provider started our conversation by telling me how proud she is of their newest technology and how cool it comes across during sales demos.

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10 Oct by Bob Sanders

Relationships. That hard-to-quantify thing that almost every salesperson knows is key to their long-term success. Yet, customer relationships that don’t at some point produce transactions aren’t fruitful for any rep.

Customer relationships that don’t produce transactions are usually called something different. We call them “friendships”. Friends are of course a wonderful thing, but they’re not necessarily what salespeople are paid to develop.

So here is a question to ask when assessing the type of transactions produced by your customer relationships:

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26 Sep by Bob Sanders

I still remember the conversation as if it happened just this week. It was the second day of a three-day workshop when one of my students came in early. I was setting up the classroom when Mary (not her real name) asked if she could speak with me.

"Of course, what's up?" I said, expecting to hear her ask to be excused early for a customer meeting since that's the most common reason students ask to speak with me before class begins.

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12 Sep by Bob Sanders

According to Harvard Business School professor Clayton Christensen, each year more than 30,000 new consumer products are launched and 80 percent of them fail. There are a myriad of reasons for this, not the least of which is that the sales organizations aren’t getting what they really need from new product training so they can, you know, sell the new product!

Unfortunately, most product training often bypasses the important step of teaching salespeople how to have solution-oriented conversations in favor of a features-based approach that sales reps then regurgitate in the field. 

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