by Bob Nicols | Jun 26, 2013 | Customer Experience, Meeting Sales Quotas, Sales Process
I was having work done to the exterior of my car week before last. While there I struck up an interesting conversation with the owner of the company doing the work. I expressed an interest in how the company produced the quality of work for which they were known. With...
by Sherry Nicols | Jun 24, 2013 | Client Success Story, Meeting Sales Quotas, Sales Transformation, Selling Skills
“We simply practice AXIOM every day.” When a selling cycle shortens from six months down to three weeks and sales numbers increase suddenly, people are going to take notice. This is what was rumored to be happening in Southern California. A relatively new...
by Sherry Nicols | Apr 4, 2013 | Buyer’s Criteria, Meeting Sales Quotas
The launch of a new product can be an exciting time for a company. Nearly every department has a role and expectations are high. Leadership describes how sales of the new product will positively impact the company’s future and help position the company...
by Bob Nicols | Jul 18, 2011 | Buyer Behavior, Buying Process, Handling Buyer Objections, Meeting Sales Quotas, Qualifying Opportunities, Sales Transformation
Most Sales Executives believe once the economy turns around, their revenue numbers will be once again achievable. Budgets will be funded… people will start buying and happy days will be here again. The economy is not a like a light switch that is either on or...
by Bob Nicols | Jun 27, 2011 | Leadership Development, Meeting Sales Quotas, Sales Coaching, Sales Management, Sales Training, Sales Transformation
Imagine being a professional athlete in the heat of battle and not performing at your best. To make matters worse, the scoreboard reflects you are falling significantly behind your competition. As you walk to the sideline, you anxiously await insightful coaching to...
