Colleen’s Blog

There’s a menace in your sales territory today. It’s one that can drain your resources, rob you of your time, lay waste to your sales targets, and sink the morale of your entire sales team…effortlessly.

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 don’t need to tell you that the 2020 global pandemic was a watershed year for change. But, what gets overlooked far too often is that the conditions for change—especially in sales—were apparent for years. Selling was ripe for disruption because, as the marketplace changed, the behaviours and assumptions of sellers did not.

In this week’s Sales Leader, I examine the difference between an objection and a heckle. 

Today, we're going to talk about something that's profitable and easy to do, yet so few people do it. It's called cross-selling.

You know and I know that content is king when it comes to B2B selling. Therefore, it doesn't surprise me that a recent study from Curata shows that 71% of companies are investing in content for their marketing and sales teams in order to attract new customers.

Did you know that customers that receive an exceptional customer experience are 80% more likely to reorder than those who have a subpar experience?

Recently, I have been working with a lot of professionals where selling isn't their primary role. These may be account managers, recruiters, engineers, or project managers. They all have a mandate to do sales, but it's not their primary job nor do they like it very much as that's not the reason they got into the business.

Recently, I was on a sales call and the sales directors that I talked to had some interesting things to say that I want to share with you.

Today, I'm decreeing a ban on corporate marketing materials for salespeople. I want to ban salespeople from using them, ban marketing teams from producing them, and maybe even ban the entire industry. Why?