Colleen’s Blog

Over the next four weeks, we will be sharing special content that’s specific to the COVID-19 crisis. In particular, we will be exploring strategies that you can implement as sellers and sales leaders in order to: 1. Position yourself well for recovery 2. Take advantage of what you can during this crisis. 

During these times, what are you doing to stay visible?

If you have been listening to me or following my work for any length of time, you know that I consistently implore and demand that you start asking for the sale more. In fact, we know that this is why so many deals and opportunities do not get closed. 

A client once reported to me that the work we did with them last year is creating 35% more revenue to the company than it did in previous years. Now that's an exceptional result, but rather than just giving myself a pat on the back, I just hired him to sit down and dissect what we did for them so that I could let you know how to get the same results. I realized it was three basic things.

As you almost certainly, in some format, have adjusted your day-to-day schedules and routines, be sure to keep track of what's working.

I have been coaching salespeople on negotiation strategies for over 20 years. And I’ve found sellers consistently make one mistake: they jump too quickly to lower their price even if they're getting something in return.

Despite everything going on right now with COVID-19, it is possible to find the good in today's climate.

Are you setting your sales managers up to fail? A few years ago, I met an executive running sales teams who had recently been promoted to the role.

Today's global pandemic is an extraordinary public health crisis. As we get past the immediate challenge of doing what's necessary and wise to stay well and safe, the next big question is: "What must I do to keep going professionally?" Answer that by looking at the best practices of top sales leaders. The wisdom there is timeless. It applies to every tough situation—including this one. 

With everything going on the world with coronavirus, remember that it's not time to stop selling!