Bob Nicols
Bob Nicols
Bob Nicols serves as Founder and CEO of AXIOM. He has 34 years of experience in sales, sales management, executive management and sales force development. He has managed and mentored thousands of sales people, sales managers and senior managers and been responsible for hundreds of millions of dollars in sales. For more than 21 years he has developed and delivered sales programs that have become the standard for many Fortune 100 companies including AT&T, BellSouth, Disney Enterprises, Alltel, Verizon and ESPN.
What Sales Coaches Can Learn from Baseball Coaches Part One
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...
Change your Sales Performance with One Simple Question
Cathy was presented with a great lead from a networking partner. She called the decision-maker and got through without hitting his voice mail! She...
Selling Techniques: Forget, at least for while, what you sell
"To a man with an ax," says an old African proverb, "everything looks like a tree." A corollary observation might be: "If you've got...
The Granddaddy of all Closes Continued
Our March 7thpost about closing techniques prompted an interesting and thought provoking response from a reader. We thought many of you would enjoy the...
Why do you sell?
If you've followed our blogs, read articles we've written, or picked up a copy of our book, 'The Journey to Sales Transformation,' you know...
Closing Techniques: The Use Whenever with Whomever Close (Part 2)
If you remember from last week, what I finally decided I needed was a single, all-purpose close, granddaddy of all closes, a close I...
Closing Techniques: The Use Whenever with Whomever Close
Ah, news radio. I typically only listen in the car when my wife isn't with me, but I enjoy keeping up with world events,...
Super Bowl Winning Coaching Secrets for Sales Leaders
I'm sure I'll be one of millions of bloggers writing about the Superbowl this morning, and there will be no shortage of folks singing...
Trusted Advisors know their Customers Buying Criteria
As with most young sales people, in the first few months of my career I struggled with what questions to ask of my prospects...
Transactional vs Consultative Selling
A Rant to Call Centers from a Frustrated Customer Let me rant for a few minutes. I know it's not my style, but I've been...
What Salespeople Can Learn from Rock Stars
It's time for you to present your solution to your prospect. You've qualified your opportunity, done additional research to uncover a broader base of...
The Foundation for Effective Sales Coaching
The evidence continues to mount that effective sales coaching is the single best tool to improve sales performance. In fact, a survey of more...
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...
Two things you MUST know BEFORE handling a price objection
So you work through what appears to be a qualified sales opportunity. You can clearly meet the criteria by which the prospect is judging...
Are Senior Sales Leaders Really Committed to Sales Transformation?
"Dress well, shine your shoes, be professional, look busy, have good things to say about the company and your boss." I really do remember this...