Colleen’s Blog

Someone once said that everything old will become new again eventually. Recently, I read some research in Forbes Magazine that talks about how in 2018, one of the biggest trends for B2B sales lead generation is going to be live events.

I don't know how many of you visit my LinkedIn profile page, but I encourage you to go there because there's a really active conversation going on around a number of my posts.

There is an influencer in your sales process that often remains hidden. But, you need to know about it if you're going to have success in 2018 and beyond. Want to know exactly what it is?

Referrals don't work. That's what a client of mine recently told me.

I spent a couple of days this week with a client rebuilding their sales process and specifically, helping them define what the qualifications, needs, and solutions portion of their sales process is.

I have to be really blunt here. You're not going to make 2018 "your year" in sales if you're still holding on to clients that are doing nothing more than giving you frustration, headaches and simply won't be profitable this year.

Does your sales team know the difference between conversation and combat? Far too often, salespeople will get into verbal hostilities with their potential buyers. They hear a question or an objection and automatically go on the defensive! This is not a trait you want to see in one of your sales reps. You're simply not going to close a sale with a customer you're also arguing with. The last thing you want is for your sales rep to "win" the debate and have your customer sit back and shut up. This is a sign of apathy and it won't lead to anywhere positive for the sales rep or your organization. Want your sales team to be successful?

I want to talk to you about how to kick off this year by having your best first quarter yet. One of the ways we have to do that is to get really focused on three things. Brought to you by the Adobe Document Cloud.