Colleen’s Blog

Having long studied the habits of top-ranked sellers and the changing nature of the marketplace, I’ve seen a steady shift in the power in buyer-seller relationships. Now, study after study confirms what I’ve been observing in the field: today’s buyer is showing less and less desire to engage with salespeople than ever before. 

When I started selling decades ago, we were told that we wanted to be the trusted advisor or partner of our customer. To this day, I still hear people saying that. However, it's an outdated cliché.

You cannot grow your business with a particular client if you're relying on a singular point of information. Growth comes from not only the quality of contacts, but also your quantity of contacts in a particular organization.