The Axioms of Selling Blog

I was visiting with a sales leader in California not too long ago when he said, “Brian, coaching should be easy, but I feel like I’m constantly tripping over all these processes and structures around it just to get to the results I want. I feel too restricted in doing what I really need to do.”

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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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