Colleen’s Blog

If you want to make more sales, you have to think about this. First, understand that we live in an "on demand generation."

Some sales reps give up too easily. That is, they'll reach out twice, perhaps three times to a prospect before throwing in the towel and moving on. 

Over the last few years, I have been working with a number of companies who have all formalized and institutionalized this process of demonstrating tangible return on investment with their sales teams by building return on investment calculators.

Want to know the very best way to keep the majority of your customer base? Develop a healthy sense of paranoia. That's right, paranoia.

You can sometimes learn a lot from your dog. I have a relatively new puppy at home and there's one thing I noticed about her that all salespeople can learn from: you've got to ask for what you want. Indeed, the biggest reason salespeople don't get the sale is because they never ask for it.

Sales velocity is incredibly important because it is the measure of revenue that you bring in per person each day. It's a great indication of the future success or the gap you are creating based on a variety of key measures.

Take the time to analyze how you respond to things, both online and offline. Recently, I posted a new video on cold calling on LinkedIn.

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.

Salespeople notoriously do not follow up with leads that they are working on. They get distracted by new promising leads coming into the pipeline and they forget about the leads they are pursuing. Simply put, they give up too soon. They are concerned about being perceived as stalkers, resulting in the neglection of good leads.