Blog

31

Dec

While shopping this past weekend I was approached by a gentleman named Jim, one of the best salespeople I've met in quite some time. He quickly identified my needs and walked me through his store's available options.

31

Dec

Evolution Capital Partners LLC ("Evolution"), in partnership with management, is pleased to announce the acquisition of AXIOM Sales Force Development ("AXIOM"). This partnership represents the third platform investment in Evolution's second fund.

31

Dec

In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths of becoming a trusted advisor and partner to his customers through observations and stories. In this eighth of a series of excerpts Ben discusses why sales managers who cannot coach cannot transform sales.

31

Dec

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 strategically for long-term success. Excitement is palpable, except in sales where the launch of the new product is usually accompanied by a newly raised quota.

31

Dec

AXIOM Sales Force Development awarded 2013 Training Industry Top 20 Sales Training Company Award as a leader in global sales coaching, sales methodology, integrated software solutions, and implementation services

31

Dec

In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths of becoming a trusted advisor and partner to his customers through observations and stories. In this seventh of a series of excerpts Ben discusses why sales training alone doesn't transform the sales process.

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31

Dec

I've seen many organizations spend countless man-hours and dollars making certain everyone on their sales team fully understands their company's product and service offerings. "Product specialists" with a significant depth of knowledge on certain technologies, feature-sets, and/or functions have become the norm for many companies trying to find ways to differentiate their approach and provide additional value to their prospects and customers. When queried, these masters can quote chapter and verse from product and service manuals inches thick.

31

Dec

In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths of becoming a trusted advisor and partner to his customers through observations and stories. In this sixth of a series of excerpts Ben discusses why tools alone do not transform the sales process.

31

Dec

The other day while perusing a few of the sites Google told me would keep me abreast of what sales managers were thinking about (other than this one, of course), I came upon an article that piqued my interest. It seems that University of Texas Arlington was about to offer courses toward a certificate in sales.

31

Dec

In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths of becoming a trusted advisor and partner to his customers through observations and stories. In this fifth of a series of excerpts Ben is discussing how sales coaches correct gaps in seller behavior to help sales reps meet sales goals and targets.