by Bob Nicols | Feb 17, 2015 | Sales Coaching
As I skimmed through Zite earlier today, a blog by Mark Hunter (“The Sales Hunter”) caught my attention. The headline: “Sales Motivation Video: Just Go For It! Stop Second-Guessing Yourself!” In all fairness, I don’t know Mr. Hunter. With that said, I find...
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 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 Mike Bybee | Jul 28, 2014 | Sales Coaching, Sales Sustainment, Sales Training
The Legacy of Father Guido Sarducci Yesterday, I spent hours perusing the richest cache of entertaining time-wasters ever gathered – YouTube. What began as a search for a political speech devolved into a meandering sojourn through my past. I found myself reviewing...
by Bob Nicols | May 5, 2014 | Sales Performance, Sales Sustainment, Sales Training
Your SPM and Training Investments Won’t Give You A Sustainable Advantage According to Gartner, the SPM (Sales Performance Management) space will grow at more than 25% per year between now and 2018. This means that, by then, companies will be spending roughly $5...
