Colleen’s Blog

We all strive to be perfect. But, there's a problem with perfection. Interestingly enough, most of us know that it's an unrealistic ideal to live up to.

Are you underestimating the power of testimonials for your sales?

Are you or members of your sales team having trouble getting past gatekeepers? It's an obvious struggle.

We're approaching that time of year. And while this year will likely look much different than any year in recent memory, here are some client gift giving ideas to keep in touch with your customer base.

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.

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:

Not all sellers who are behind on their sales targets should be terminated. But, any seller who is behind and uncoachable should be terminated immediately.

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

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.