Colleen’s Blog

Building trust with clients should be at the forefront of every organization's thinking and planning.

Years ago, I was at a large gathering of CEOs: all sharp thinkers who want to see their companies grow. While I'd been invited to address their forum to talk about the sales process, what many of them really wanted to ask me about afterwards was where they fit in that process. Specifically: do CEOs need to get involved in selling, and if so, when?

No one in sales has an unobstructed 360-degree view of their relationship with their customers. Nobody. Not even top performers.

Are you prepared to lose your biggest customer?

There's a step that's commonly missing in account management planning. Do you know what it is? Many strategies look like this:

The best sellers and organizations know how to effectively use operational value to their advantage.

Amongst your sales efforts, don't forget to grow your current accounts!

A client of mine recently emailed me and mentioned that they lost two of their biggest clients.