Colleen’s Blog

Recently, Gartner shared intriguing research to a group of us sales experts. Their research, in particular, reveals that when it comes to highly complex solutions and products in the B2B buying world—we're talking six-figure purchases or more—33 percent of buyers say they prefer to engage in a seller-less transaction.

We all know that sellers must close more deals in less time to achieve professional success. However, these days, too many skilled salespeople are struggling with deals that are stuck in what seems like perpetual limbo.

You no longer have an ideal buyer. You have to throw out the notion that there's a singular contact inside an organization who makes the buying decision.

Previously, we looked at how important it is to beware of talk traps. Now let's examine the first big step you must take to avoid those costly pitfalls that kill your time and sink deals: learn how to connect with all the right people in your buyer’s decision-making process.

I recently referred a friend to my insurance provider. Disappointingly, when she called the insurance provider, the receptionist provided wrong information and told my friend that no agents were available to further assist her because everyone was working from home.

Email prospecting: we're relying on it more and more during this new selling environment. However, unfortunately, the ratio of prospecting emails sent to responses are getting worse.

Is your team getting virtual communication right?

It’s not a coincidence that the word crisis—borrowed from the Ancient Greeks—meant “the turning point in a disease.” You are at a turning point this year against the literal backdrop of a global pandemic, as well as an ensuing lockdown, crashed markets, and racial divides.

A popular topic we've been examining with our clients recently is hybrid selling. What is hybrid selling?

Recently, a Canadian colleague of mine needed to travel out-of-country and wanted to purchase medical coverage for COVID-19. I happily referred her to my business insurance broker. But what happened next sure did not go the way either of us had expected.