Colleen’s Blog

There's a right way and a wrong way to handle objections. Let's start with the wrong way.

I got a request the other day from sales reps who were looking to better themselves. Specifically, they asked me what they should be reading as sales reps. 

I often get bombarded with questions from overwhelmed salespeople and sales managers on how to manage their time effectively given everything they have to do in a day.

Be honest, is your sales team, or are you lacking consistency?

Quarterly business reviews are essential for understanding potential growth with existing customers, retention issues and future opportunities. They are just as crucial for troubleshooting where sales performance isn’t meeting expectations, as well as for measuring the return on investment your client is receiving for the work you do together. Get serious about doing this analysis.

My very favorite question in all of selling is simply, "Why?" Why do I like it so much? There are a number of reasons. 

I get called in a lot when organizations are struggling to hit their sales targets. Generally, the first thing I'll do is look at their pipeline. Why?

Silence is one of the simplest things a seller can learn to do, but it is the most difficult for them to execute in the sales process effectively.

Salespeople often have a healthy ego, but this can go too far when a particular seller feels like they "know it all."

It used to be that in-person meetings in sales were the default, and video conferencing was the exception. Now, it’s the other way around. Stop fighting this fact!