by Bob Nicols | Feb 26, 2015 | Changing Seller Behavior, CRM Systems, Qualifying Opportunities, Sales Coaching, Sales Methodology & Process, Sales Training, Selling Skills
You run or support a large sales team, and you’ve got a problem. Maybe it’s a missed top line, or perhaps shrinking margins. Perhaps it’s an incorrect product mix or inaccurate forecasts. So now what? You analyze the problem. You search for the root cause,...
by Bob Nicols | Feb 10, 2015 | Changing Seller Behavior, CRM Systems, Enterprise Sales Process, Qualifying Opportunities, Sales Coaching, Sales Management, Sales Methodology & Process, Sales Process, Sales Training, Sales Transformation, Selling Skills
Here’s a quick test for you: Pull a report of the top 20 opportunities in your organization. Now, go to each of them and answer the following questions: What is the probability we will win this business? Is that based on the gut feeling of the seller? Does your CRM...
by Bob Nicols | Jun 10, 2014 | Changing Seller Behavior, CRM Systems
Do CRMs Lack Information? I’ve recently had many discussions about lacking information in CRMs. To be clear, neither I nor the people I speak with are suggesting that CRM solutions inherently lack information. It’s true that most CRMs have only a fraction...
by Mike Bybee | Jan 23, 2014 | CRM Systems, Sales Coaching, Sales Force Automation Systems, Sales Management, Sales Performance
CRM systems have been used for over twenty years. They have become about as commonplace as mobile phones, energy drinks, and reality TV shows. Companies of all sizes have implemented CRM. And they have done so for a variety of reasons. CRM can increase productivity,...
by Sherry Nicols | Oct 23, 2013 | CRM Systems
Someday we won’t send people to sales training just to have them forget what they learned thirty days later. Someday managers won’t wait until sales people fail to start coaching them. They won’t have to rely on trainers to improve the skill and knowledge...
by Bob Nicols | Oct 14, 2013 | CRM Systems, Events, Sales Force Automation Systems
Come join AXIOM Sales Force Development Thursday, October 17, 2013 at the Salesforce Customer Company Tour being held at the Cobb Galleria Centre Atlanta, GA followed by VIP Party. The Cloud Expo opens at 12:00pm; first keynote is at 1:00. The day ends at 5:30...
