The Axioms of Selling Blog

In last week’s blog post, I wrote about a friend of mine who is the perfect accountability partner when it comes to helping me achieve some of the personal fitness goals I’ve set over the years. In fact, if you were to look up accountability partner in the dictionary, it would have his face (with a blow horn in one hand) next to the definition.

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While sitting down to write this blog post, I was reminded of one of the best accountability partners I’ve had in quite a while – maybe ever. And for the record, I promise I’m not talking about myself since his name is also Brian.

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You know the feeling. The book is closed on 2018 (or any fiscal year) and regardless of how well you performed last year, you're back to square one in the new year with a new sales target which is no doubt 10% higher (or more) than last year. So that becomes your goal again.

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So I’m at church last week visiting with the senior pastor, whom I’ve known for years and always enjoy talking to at length, when he blurts out, “You know what we need more of in this world? We need more thermostats and fewer thermometers.”

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After 24 years of working side-by-side with some of the world’s leading sales organizations, I’ve never had a situation where a sales leader didn’t go out of their way to recognize team members for a job well done. Whether it was a well-timed “attaboy” in front of the entire department or saying, “great job on closing that deal” privately near the office water cooler, they’ve all been willing to give feedback and offer encouragement.

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