The Axioms of Selling Blog

Tony Lannom

Tony Lannom
Tony Lannom is Sales Director at AXIOM Sales Force Development. He works closely with Sales Leaders, Sales Trainers, and Sales Operations teams help sellers and managers to implement a radically different sales training approach that drives top sales performance.
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Recent Posts

20 Jul by Tony Lannom

When a rep pursues a sales opportunity there are four possible outcomes:

  1. They can win and win quickly
  2. Win but the opportunity takes a while to close
  3. Lose quickly
  4. Lose slowly, after investing considerable effort, energy and time

Surely everyone would agree that those opportunities that stay in the funnel for months if not years only to have the customer say the heartbreaking words "we went with someone else" or "we've decided to hold off for now" are extremely painful - losing deals slowly is the worst possible outcome.

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18 Jul by Tony Lannom

Imagine being a professional athlete in the heat of battle and not performing at your best. To make matters worse, the scoreboard reflects you're falling significantly behind your competition.

As you walk to the sideline, you anxiously await insightful coaching to pull you out of your slump to help turn the game around. Unfortunately, what you receive are harsh words from the coach along with a directive offering you nothing more insightful than "you better score more points or you are going to lose".

Sounds crazy, huh? And it probably wouldn't happen that way in reality because professional coaches are acutely aware of the fact that behavior produces results and capacity, commitment, skill, and knowledge drive behavior. They know this and provide feedback accordingly.

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11 Oct by Tony Lannom

Given the right organizational processes, sales training can have significantly more impact than product training.

Although it's critically important, I see consistent problems with most of today’s product training.

Here are a few of the most common pitfalls and how this type of training can be improved.

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15 Sep by Tony Lannom

One of my favorite character movies is Glengarry Glen Ross. There is a memorable scene in the movie where Alec Baldwin plays the part of a bullying Sales Leader attempting to motivate a team of underperforming real estate sales people.

Baldwin uses a line in the scene that I hear repeated often: "Always Be Closing."

While the dramatic scene earned Baldwin an Academy Award nomination, the expression is about as applicable to today's professional selling environment as the speeding stunts of "The Fast and the Furious" are to driving through city traffic. It might be entertaining to watch, but it's going to create one heck of a mess.

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