Colleen’s Blog

Effective sales coaching can be elusive. Often, it can be done with little to no structure, on an impromptu basis, or only conducted when a seller is in a slump.

Ready to hire a new salesperson or salespeople for your team? Do this before hiring!

There's an easy way to improve sales closing ratios. When a sales leader notices that his or her ratios aren't up to par, a variety of tactics are often implemented.

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.

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.

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?