Colleen’s Blog

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.

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?

Financial compensation doesn't have to be the only approach to commission. There's another, perhaps more valuable approach which can further motivate your sales team to produce results.

There is absolutely a difference between how top sellers interact with people, compared to how mediocre or poor sellers interact with people.

I have a challenge for you, ditch your powerpoint. Do this for the next week, or even the next month. Wondering why?

If you travel a lot with work—as I do—it exposes you to a much wider variety of ways that people experience the world around them. But travelling can also make us keen observers of human beings and how they do business with each other.

A short time ago in the B2B field, buyers were unaware of who sellers were until we called them.

Slow markets don't have to mean slow sales.

There has been no greater impact on B2B sales in the last decade than the online consumer-buying process.