Colleen’s Blog

Prospecting during these uncertain times has been a popular topic. This is because prospecting in person—whether at a networking event, an association meeting, or through old-fashioned door-knocking—is just not happening anymore.

Being flexible in the future won't just be about pushing back a meeting by 15 minutes. The "new" flexibility will long exist into the future as a result of COVID-19.

What are you doing to stay focused during these times?

Although it's crucial to be technically competent with video calls during these uncertain times, it’s also imperative that you don’t neglect the personal aspect of video calls. 

I have spent the last few months participating in a large number of video conferences. Sometimes, as many as six or seven video conferences a day because most of us are, indeed, now utilizing video.

The world has changed and sales has changed. Throughout the past several months, since the dawn of the pandemic, I've shared countless resources, ideas, and tips on succeeding in this new landscape.

Selling has changed. Markets have changed. Buyers have changed. Therefore, advice to sellers must change. Sadly, too many training programs have been slow to adapt, and are still teaching skills from "days of yore." Here are the top 5 unprofitable skills that are still floating around:

With uncertainty and disruption being the theme of 2020, you need to know how to keep your sales team engaged.

How do you sell in a hybrid selling environment?

Many of you are getting ready to go back to work or are already in the field making sales calls. However, some of you are facing an unexpected obstacle: you are ready to see your clients, but they're not ready to see you.