Hand holding pen crossing out "Un" in "unprepared."

There is No Excuse For This…

When it comes to objections, there is no reason you should be unprepared to handle them. Think about it, there are generally only a few objections that you're going to hear:

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Silver balls balancing.

Top Sellers Treat Prospects Like This…

How much attention are you paying to the way your sales team is engaging with their buyers? Why, you ask? Well, there's a big difference between the way mediocre or poor performers interact with their buyers compared to how top performers do. Average salespeople view and regard their prospects as one of two things: 1. superior to them or 2. inferior to them. Let me explain.

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One red person standing out amongst the crowd.

One Bad Apple Does NOT Spoil the Bunch

A bad apple spoils the bunch? Not so fast. I often hear one of these familiar whines: "Colleen, it's different around here..." "Colleen, what you need to know about our market is..." "Colleen, it's unique here..."

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Hands of salespeople, working on sales strategy.

Why Sales Strategies Fail

Have you ever put together a sales strategy which you believed to be near flawless, only to see it fail in the long run? In my years of consulting, I have rarely (and I mean rarely!) come across a seriously flawed sales strategy. However, I have come across many (and I mean many!) sales strategies which ultimately fail. So, what’s the missing link? If most sales strategies are sound and concrete, why do so few of them make a lasting impact?

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Key inserted in a puzzle key hole, highlighting a sales team key trait.

Your Sales Team Needs This Key Trait

Do your team members possess the key trait for sales success? People are always asking me what they think the number one personality trait of a successful salesperson should be.

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The Problem With Perfection

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.

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Stop Delaying Things!

If you follow my work, you may be familiar with my belief that the most critical part of the sales process is between getting someone to say yes and when that order actually comes in. The shorter you can make this time period, the less likely you are to lose the sale.

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