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AXiOM Blogs

Working in Reverse to Move an Opportunity Forward

You meet with a customer to qualify your opportunity to sell your solution. Your objectives include, amongst other things, learning more about the buyer’s business, who in the organization is involved in making the decision and determining their criteria for purchase. You execute flawlessly until the very end of the call when you take a breath, your mouth opens...Read More

Coaching Essentials: Read Any Good Spreadsheets Lately?

A Sales VP for one of our clients recently asked me to spend a day in his sales branch observing what he said would be coaching sessions. “The managers will conduct one-on-one meetings with their sales people and you can give them some feedback on their coaching,” he said. Sounded like a good idea, so I agreed. I’ve always believed that a common...Read More

Avoiding the Crash is Much Less Painful

I knew it was broken as soon as I hit the ground.  My shoulder had shifted nearly two inches on impact and now, sitting by the side of the road, I could feel my collarbone poking up from just beneath my skin and the pain was considerable.  Just a few years earlier I had begun riding as a knee problem was keeping me from my normal release of running.  By...Read More

Client Impact Selling: A New Paradigm for Success in The Local Media World

We all know the local media world has been, and is continuing to be, rocked by disruptive technology.  Less than 15 years ago the prevailing media mix for small and medium sized businesses (SMB’s) included local newspaper, yellow pages, maybe direct mail, and if their budgets were substantial, perhaps radio, television or outdoor. SMB Owners were visited by...Read More

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