by Sherry 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. It could be missed top line, perhaps shrinking margins, maybe the wrong product mix, or inaccurate forecasts, but you definitely have a problem. So now what? You analyze the problem, looking for THE root...
by Sherry Nicols | Jan 21, 2015 | Buyer Behavior, Changing Seller Behavior, Sales Coaching, Sales Leadership, Sales Management, Sales Methodology & Process, Sales Tips, Sales Training, Sales Transformation, Selling Skills
It’s that time again! From eating better, to getting more exercise to spending more time with loved ones, people everywhere begin the new year with the intent of creating new healthy habits or abandoning old unhealthy ones. Seems like the perfect time to take a...
by Sherry Nicols | Mar 18, 2014 | Buyer’s Criteria, Sales Transformation, Selling Skills, Trusted Advisor Status
I made an error. I recommended a beer. Someone trusted me enough to ask me my opinion, seek my advice, and I gave it. The back story is simple enough. I was sitting at my favorite writing place. It has many craft beers on tap. The wine selection is excellent. The food...
by Bob Nicols | Aug 20, 2013 | Sales Training
In my last blog, I referenced a troublesome statistic found when doing some Internet reading. One company’s research suggested 90% of sales training initiatives fail. While troublesome, it wasn’t necessarily surprising. Most research and surveys suggests,...
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...
