Colleen’s Blog

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 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.

Selling has changed. Markets have changed. Buyers have changed. Therefore, advice to sellers must change. Sadly, too many training programs have been slow to adapt, and are still teaching skills from "days of yore." Here are the top 5 unprofitable skills that are still floating around:

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?

Let's face it, your competition inevitably comes up every so often while you speak with prospects and clients. You need to know how to talk about the competition.

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?

I have a question for you. Do you really know where your revenue comes from? Most businesses can probably answer that question pretty quickly. It's obvious, right? Not so fast.