Colleen’s Blog

Today, your customer sees you—the seller—before you see them. That means we no longer live in a sell-to marketplace. It’s a buy-from world now. That shift has important consequences for how sales pipelines are built and what you use them for.

This week, I want to examine the power of video meetings. Now, I'm not saying that you're going to replace all of your in-person meetings, but a fraction of them need to be on video because of two important statistics that have come to my attention.

More than ever, you need a proven approach to sustain your business now and position it for success in the economic recovery that’s coming. Even with everything difficult that is happening in the world right now, there’s some good news on the business front.

“We didn’t see it coming.” That’s what an exasperated client of mine said to me recently when they lost not one, but two big accounts due to unforeseen internal changes within each customer’s organization.

These days, my clients are concerned about two significant barriers holding them back from hitting their sales targets. You’re likely facing these as well.

Your customer today is in a tough spot when making decisions. If you’re a seller trying to convert new prospects into buyers, you’re feeling the effect.

The most successful organizations I work with right now are nimble. That means they are quick to conduct meetings and action important ideas. If you want to successfully come out of the economic crisis, you have to embrace nimbleness.

Too many leaders today are still stuck in a “behind the desk” mindset. They fixate on managing data rather than on managing their relationships with people.

I want to highlight an important coaching technique that you should be practicing with every single one in your sales team: owning the story. What do I mean by that?

I’ve been talking a lot about the importance of having the right mindset for uncertain times. And for sellers and leaders alike, I regularly remind you why you must adapt, how you work, and how you connect with customers to survive and thrive in this fast-changing marketplace.