The Axioms of Selling Blog

Have you ever looked forward to a meeting knowing that both you and everyone involved will come away way afterward much better off than you were going in? Of course you have. But based on many years of first-hand experience, I’m guessing the meeting you were looking forward to wasn’t a Key Account Review. It was probably something you had to do not something you wanted to do.

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As account managers, at some point, we’ve all felt like Sisyphus. In Greek mythology, Sisyphus was condemned to an eternal punishment of rolling a massive boulder up a large hill, only to have it roll back down to the bottom just as he neared the top.

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Suppose you came into work bright and early on a Monday morning, just four days before the end of the quarter. You glided to your desk with that quiet confidence of a sales leader who was going to blow away their quarterly target. As usual, one of your first tasks is to fire up your CRM and check the status of your team’s sales pipeline and forecast. To your shock, you see 1/4 of the deals your team forecasted to close this quarter have pushed to the next quarter. Now what?

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I’ve spent over two decades consulting with some of the world’s leading sales organizations on their sales process. From this work, I have found three very common sales process problems each of which lead to unpredictable sales pipelines:

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05 Sep by Bob Sanders

Perhaps you recall the Seinfeld episode "Little Kicks" in which Elaine Benes dances at a party in a fashion George describes as a "full bodied dry heave set to music." To be sure, what Elaine lacked wasn't just a well orchestrated set of movements and perfect timing, but timing certainly compounded her general lack of ability. Which brings me to sales transformation.

Perhaps you've read our white paper on Sales Transformation and are considering a project for your organization. Or possibly, you're looking to improve results and sales transformation is one of several possible approaches you're evaluating to achieve this end.

Maybe you're simply curious about a term that is fast becoming one of the most talked about initiatives in business. Whatever the stage of your interest, you can quickly see that achieving trusted advisor status with your customers, and the corresponding impact on revenue and margins, involves more moving parts than Elaine's famed "little kicks" dance move. 

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