Colleen’s Blog

This week, I want to examine the ideal client. Because, far too often, we have a superficial picture of what the ideal client looks like.

I want to share with you a concerning trend involving your prospects’ trust and what you can do to fix it.  We are indeed seeing issues involving trust from buyers right now. Who can blame them? It's an incredibly volatile marketplace and it's going to continue this way for some time. However, it’s important for us to recognize that buyers currently lack trust not necessarily because they lack trust in you, but because they lack trust in themselves.

Far too many sales organizations focus only on the internal KPIs (the things that drive your performance): sales velocity, sales process, your funnel, your pipeline, the number of calls you make, the number of conversions you make, your closing ratio, or your average sales cycle. 

I was surprised when one of the clients I’ve been working with for close to 10 years asked me to discuss referral selling for a sales roundtable I was going to facilitate for them. I was surprised because this client is exceptional at what they do: millions of dollars in services and their top salespeople are constantly hitting records.