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

23 Feb by Ed McAdoo

 

When a sales cycle shortens from six months down to three weeks and sales numbers increase suddenly, people are going to take notice.

This is what was rumored to be happening in Southern California. A relatively new Associate Director of a Small Business Team in Los Angeles that had been struggling was suddenly blowing numbers out of the water.

Beginning in October of that year, the AD saw his two SMB teams in Los Angeles struggling to perform. Their numbers were down and unacceptable to him. So he decided to fix this using AXIOM's Selling Sciences sales process (SSP).

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31 Jan by Ed McAdoo

During a recent visit with Joe my chiropractor, he asked me what I did for a living.

This question always ends in blank stares, but I obliged, "I write sales training." He stopped adjusting me, he laughed a bit, and then replied, "So, how have I been doing? Any recommendations on stronger closes? What is the magic 'close' folks are using these days?"

I didn't respond immediately - for two reasons:

  • First, I questioned if I could still trust Joe. Was I a patient or a commission?
  • Second, in that moment, I realized doctors need sales skills too!
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26 Jan by Ed McAdoo

You most likely remember the Mayhem GPS commercial.

"I'm your GPS. Turn right up ahead. You never update me. So now, I just have to
wing it. I meant, turn left up ahead. Recalculating. TURN RIGHT NOW!" followed by a colossal wreck involving multiple vehicles.

Maps are integral to the sales methodology and processes used to reach the desired business result. Maps show us what exists, as well as the relationships between a place and the world around it. They explain how a part fits into a bigger picture. They also represent ideas and a form of reality, demonstrate boundaries, depict characteristics, and visualize other intangibles such as history and relationships.

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12 Jan by Ed McAdoo

Sales training initiatives are launched with the intention of increasing sales and margins by improving the performance of sales teams through transference of skills and knowledge.

The typical approach is to expose participants to new and/or different techniques, processes, and methodologies through instruction, behavior modeling, and participant role-play with tests for retention and proficiency.

By the end of the session, in most cases, sellers should adequately demonstrate proficiency with new knowledge and skills.

However, they then return to the field and continue to sell the way they did before. WHY is that???

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10 Jan by Ed McAdoo

Is your sales process optimized to catch all the details?

For want of a nail the horseshoe was lost. For want of a horseshoe the horse was lost. For want of a horse the rider was lost. For want of a rider the battle was lost. For want of a battle the kingdom was lost. And all for the want of a horseshoe nail.

Too often in professional selling we are so rushed to 'get the deal closed' that we fail to pay adequate attention to the critical details that will make the difference between success and failure.

 

It happens everyday across our respective enterprises and has plagued us for millennia. The reality is that our sales process is usually at fault.

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