Colleen’s Blog

We can talk about methods, strategies, and tactics until we're blue in the face. But, the truth is, your sales team won't be as effective as they can be if they don't have the daily habits in place to create consistent sales results.

Are you underestimating the power of testimonials for your sales?

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:

As a sales professional, you have the privilege of coming into contact with a variety of different people and personality types.

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.

There's a right way and a wrong way to handle objections. Let's start with the wrong way.

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.