The Axioms of Selling Blog

Mike Bybee

Mike Bybee
Find me on:

Recent Posts

21 Mar by Mike Bybee

The other day while perusing a few of the sites Google told me would keep me abreast of what sales managers were thinking about (other than this one, of course), I came upon an article that piqued my interest.

It seems that the University of Texas Arlington was about to offer courses towards a certificate in sales. The certificate would become part of the University's marketing department curriculum but would not be mandatory for marketing majors.

Wanting more information, I contacted UTA Associate Professor of Marketing, Jorge Jaramillo. He explained:

Read More
Seperator Image
13 Oct by Mike Bybee

A VP of Sales I know called me a few months ago with a problem. His company had made several acquisitions that had brought new products into the product portfolio. These new products were quite different from those that his sales people had been selling, but they were deemed strategic. The CEO believed they represented the company's future and had tasked him with finding opportunities to sell them immediately.

All of which brings me to the reason for his call.

Two months into his team's effort, a quick perusal of the opportunities for the new products in his company's CRM revealed just ten opportunities, not a lot for a sales organization with over 100 sellers. I asked how his people were going about their prospecting.

Read More
Seperator Image
13 Sep by Mike Bybee

I once conducted a sales effectiveness workshop for an AXIOM client that included an unusual participant.

Our clients often want people other than their direct sellers to attend our programs. It is not unusual for attendees to come from marketing, customer service, overlay groups, and even human resources.

That's because sales transformation is a company-wide undertaking and for positive change to occur, any organization that touches the sales effort should be included in the process. It is unusual, though, to have a Director of Procurement in a sales effectiveness workshop.

Read More
Seperator Image
30 Aug by Mike Bybee

One of the most famous postgame press conferences in National Football League history occurred in 2002 when New York Jets coach Herm Edwards took to the microphone to deliver the sound bite that would forever define him.

Edward's Jets were in a bad way. The season was circling the drain, and as the guy in charge, it was up to Edwards to deliver the message that would turn things around. The line he delivered may earn him a placement in Bartlett's Familiar Quotations.

The Jets were 2-5, having just lost to the Cleveland Browns. A New York Times reporter asked Edwards whether he planned on having a talk with his team about not giving up on the season. To which Edwards replied with the now famous line, "HELLO? You PLAY to WIN the GAME!"

Read More
Seperator Image
12 Jul by Mike Bybee

CRM systems have been in use for over twenty years and have become about as commonplace as mobile phones, energy drinks, and reality TV shows.

Companies of all sizes have implemented CRM, and they have done so for a variety of reasons. CRM can increase productivity, drive process and efficiency improvement, help grow customer satisfaction and loyalty, as well as increase collaboration and communication.

But according to a recent CRM.com poll, the most common motivation for implementing CRM is “to enhance revenue and grow market share”. Big surprise, huh? Companies buy CRM to help them sell more. But unless your CRM does these three things, its effectiveness as a tool by which to increase sales is limited.

Read More
Seperator Image

Subscribe for weekly blog updates

DOWNLOAD THE SALES LEARNING SOLUTION OVERVIEW
 

Recent Posts

New Call-to-action

Follow Us