The Axioms of Selling Blog

Ed McAdoo

Ed McAdoo
Ed McAdoo is a Guest Author for AXIOM. He is a 20 year veteran of the CRM and Sales Enablement industry with experience in a variety of highly successful private and public companies. Ed has worked with CRM systems from Siebel, Oracle, PeopleSoft and Salesforce.com.
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Recent Posts

04 May by Ed McAdoo

“I recommend…bread, meat, vegetables, and beer.” - Sophocles

 

 

I made an error. I recommended a beer. Someone trusted me enough to ask me my opinion, seek my advice, and I gave it.

The back story is simple enough. I was sitting at my favorite writing place. It has many craft beers on tap, the wine selection is excellent, the food is perfect, and the service is outstanding.

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11 Apr by Ed McAdoo

Did you know 72% of adults read because they want to learn something, but 50% say lack of time keeps them from reading?

Did you know that in 2017, the number of smartphone users in the United States is estimated to reach 222.9 million?

Did you know developers are building more B2B and B2E apps?

Did you know 76% of businesses say mobile devices have increased employee responsiveness and decision-making speed?

What does a statistic on reading, mobility, app development, and employee responsiveness have to do with the other? A lot.

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06 Apr by Ed McAdoo

We've all heard the expression "like drinking from a fire hose." Usually it's said when someone is trying to take in more information than they can effectively process.

All too frequently it's said when people are enrolled in sales training programs.

Now we all know that drinking from a fire hose is probably not a good idea, nor is it a pleasant experience. So, why do we insist on trying to train people in this manner? Is it ever appropriate? Is there a better way?

People can only process so much information at a time. When they are exposed to too much information, inevitably much of it will be lost, misunderstood, or even cause harm. Much like grapes in a vineyard, people must be cared for and nurtured over time.

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09 Mar by Ed McAdoo

Imagine that you've realized 50% of your sales team doesn't hit their sales target on a monthly basis. Even your top seller's performance is erratic at best.

You come to the conclusion that the only way you are going to get your team to hit quota regularly is if you invest in a sales training methodology that will create a repeatable process for them to get consistent results.

A good sales skills course will include a process for prospecting for new business, effectively qualifying an opportunity, presenting solutions in a compelling manner and handling objections and negotiations.

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28 Feb by Ed McAdoo

Tell me if this sounds familiar: You went through a process to select a CRM suite, then you hired the recommended Systems Integrator (SI) to configure and customize it according to your requirements, (the ones you put together while you were implementing it).

You also have a few sales reps who've been through some sales training classes and some that haven't, but they all perform inconsistently.

Your marketing department is off doing their own thing with your website (using a web agency they selected), spending loads of money on trade shows, and spamming your prospects with tons of email (and your reps are still complaining about leads).

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