Colleen’s Blog

There's a step that's commonly missing in account management planning. Do you know what it is? Many strategies look like this:

Are you harnessing the power of change? Change is often associated with pain, discomfort, and all sorts of other negative feelings. But, it can actually be the biggest driver of success in your sales.

Changing your buyer's mindset can be very powerful.

Do members of your sales team freeze up at this key moment?

Imagine you're preparing a delicious meal and you're short on olive oil. Would you add vinegar to make that oil go further? Of course not! Those are complementary ingredients, not interchangeable ones. You can shake them together but soon they'll separate.

Ready to hire a new salesperson or salespeople for your team? Do this before hiring!

Some sellers (erroneously) believe that they should be attempting to sell to anyone and everyone. This is, counterintuitively to some, an excellent recipe to create a disaster.

There's an easy way to improve sales closing ratios. When a sales leader notices that his or her ratios aren't up to par, a variety of tactics are often implemented.

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.