by Bob Nicols | Feb 19, 2015 | Consultative Selling, Enterprise Sales Process, Sales Coaching, Sales Methodology & Process
Sales Stages are a hot topic these days. The Opportunity Stage includes triggered learning, content delivery, playbooks, and activities. But is that really meaningful? In many cases, the answer is no. Static Selling Vs. Dynamic Buying Even in the most thoughtful...
by Sherry Nicols | Aug 28, 2014 | Changing Seller Behavior, Sales Methodology & Process, Sales Training
At AXIOM Sales Force Development, at the end of any sales training exercise, we ask, “What was the most significant thing you learned?” These are just a few of the recent responses: “Closing cannot be the objective of a meeting.” “Handle objections during...
by Sherry Nicols | Dec 9, 2013 | Changing Seller Behavior, News & Events
Businesses are rarely given a second chance to win a lost opportunity, but children are being given a second chance at UCSF Benioff Children’s Hospital through the use of caring, healing, teaching, discovering, and continued advancement through cutting edge...
by Sherry Nicols | Jul 25, 2013 | Sales Coaching, Sales Management, Sales Process, Uncategorized
As the economy improves, sales managers are finding it more difficult to find qualified sales people, and missing out on sales opportunities. AXIOM Sales Force Development explains the sales on-boarding process and structure is equally important as people.
by Bob Nicols | Jul 4, 2013 | Sales Coaching, Sales Forecasting, Sales Management, Sales Process
I have a list of blog topics that I work from each week. If you’ve been following me, you know it includes topics like forecasting, sales process, sales management and coaching. So, as usual, I referred to this trusty document this morning for direction and...
