The Axioms of Selling Blog

08 Nov by Rick Smith

What if I told you I have been thinking about getting into better shape? You’d probably say, “Go for it, Rick – nothing can hold you back!” Great; but what if I said to reach my goal, all I’m going to do is eat Tofu?

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Customer experience is an incredibly hot topic now, driven largely by companies like Amazon who are relentlessly focused on providing customers with a great experience throughout the buyer’s journey. For companies with a sales team, this growing emphasis should be considered in the context of your sales interactions.

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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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28 Nov by Bob Nicols

I recently had an interesting conversation with a friend (we'll call him Dave) during which he described his experience at a well-known coffee shop drive-through window.

He is a repeat customer, waiting in line at the beginning of his daily commute four to five mornings a week. Being very much a creature of habit and routine, he orders the same thing at almost the same time every day.

Dave recounted how he waited patiently in line last Tuesday and as soon as he reached the coveted spot by the menu and speaker to place his order, a chipper voice said, "How about trying a delicious double chocolate, iced pound cake with macadamia nuts and caramel sauce?" While this may seem innocuous enough, in Dave's view, this approach was completely inappropriate.

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