Colleen’s Blog

Creating and maintaining a high-growth, high-profit business in your marketplace—one where sellers, leaders, and customers all thrive—is essential. That’s why, for many years, I’ve advocated putting value-based selling at the centre of your work.

Some sellers (erroneously) believe that they should be attempting to sell to anyone and everyone. This is, counterintuitively to some, an excellent recipe to create a disaster.

It's easy to get wrapped up in shiny new prospecting methods or techniques. But, let's not forget about the basics in sales!

I want to highlight an important coaching technique that you should be practicing with every single one in your sales team: owning the story. What do I mean by that?

I’ve been talking a lot about the importance of having the right mindset for uncertain times. And for sellers and leaders alike, I regularly remind you why you must adapt, how you work, and how you connect with customers to survive and thrive in this fast-changing marketplace.

Often, the obvious pick for a sales manager is also the wrong one.

Is your sales team in touch with your organization?

As sales managers, you can’t solve your team and company’s problems if you're not talking to customers directly. Especially during these uncertain times, I know many of you have become comfortable with just sitting behind your desk. However, you need to get out and talk to customers or, at least, talk to them virtually.

I often come across sales managers and business owners who are nervous about building or expanding their own sales team.

If you’re like most salespeople, you probably dread at least one essential sales process, such as prospecting.