The Axioms of Selling Blog

21 Feb by Ray Bonis

I have a very common request from sales leaders.

Recently I was speaking with a client in Beijing. This manager said they really needed our help in the area of time management.

This got me thinking about other areas sales professionals need to focus on, and how they relate to time management.

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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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17 Nov by Ed McAdoo
  1. Work Harder
  2. Work Faster
  3. Work Longer
  4. Work Together
  5. Work when you work
  6. Work using Pareto Principle
  7. Work using similar tasks at a time

This is the list I read this morning: best practices on how to increase sales success. It seems so obvious. If only I work harder, longer, and faster doing what I am already doing, everything will work out. Right?

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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.

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22 Sep by Bob Nicols

Several years ago, when I was a regional manager for a communications company, I was COMMANDED to attend sales training. Did I want to go? Absolutely not. But it was mandatory and I wanted to keep my job and set the right example for my team.

The program will remain nameless to protect me from a libel suit, but I will say it was a well known, internationally delivered product, the standard for its time. And, yes, that same program is still being delivered today. Anyway, I attended with the intention of being a model student, getting what pearls of wisdom I could from the class.

I freed my mind of any preconceived notions that might have turned me against the material in advance. I even overlooked the fact that the person delivering the workshop was from human resources and had never sold a thing in her life.

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