Colleen’s Blog

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:

Are you clear on your prospecting? You're probably familiar with the saying "always be closing."

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?

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.

Not all sellers who are behind on their sales targets should be terminated. But, any seller who is behind and uncoachable should be terminated immediately.

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?

How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team. I often suggest taking a step back before conducting interviews and hiring a new team member. There are a few things you need to do before you proceed with interviews in order to ensure that you hire the right person and create the best team possible.

Your mindset is typically one of two things. It can either be one of your greatest tools or one of your worst obstacles. The good news is you get to choose which side of the spectrum your mindset sits. If there’s one quality every successful salesperson can share, it’s their overall mindset for success.