Colleen’s Blog

Too many leaders today are still stuck in a “behind the desk” mindset. They fixate on managing data rather than on managing their relationships with people.

It used to be that buyers needed to know you first before they could trust your product. Today the reverse is true.

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

As a seller, each day you have a set of tasks that need to be completed. Don't put off your "must-dos."

Decision paralysis is a real thing. It's when your buyers are so overwhelmed with information that they can't make a decision. Best case, they simply delay. Worst case, they cancel the project, spend their money on something else, or they just go with the incumbent. Neither of those options are good for any of us, especially when you're the incumbent.

Has your team started honing their remote selling abilities?

Want to know my favorite sales question? It's powerful, versatile, and helps you become a better sales leader.

All value-based selling—when done effectively—is about correctly defining the benefits of your product or service based on what matters to your customer. As I like to regularly remind sellers and leaders: the only value that matters is what matters to the client. The better you are at defining this, the better you become at building a broad array of connections that improve your closing ratio.

There’s a disconnect between the future of sales and the current popularity of two-tiered sales structures that include sales development reps (SDRs) combined with field reps. I touched on it in this article: let’s now explore that point in more depth.

Could your sales process use a little more assertiveness?