Colleen’s Blog

I recently had a conversation with a really smart sales VP who said, "I need my team to remember that our job is to provoke our customers. It's to make people think. It's to bring them new ideas that they had never thought about before."

I want to share with you a concerning trend involving your prospects’ trust and what you can do to fix it.  We are indeed seeing issues involving trust from buyers right now. Who can blame them? It's an incredibly volatile marketplace and it's going to continue this way for some time. However, it’s important for us to recognize that buyers currently lack trust not necessarily because they lack trust in you, but because they lack trust in themselves.

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.

As a seller or a sales leader, are you using the wrong approach to a sales presentation?

It's easy to get wrapped up in shiny new prospecting methods or techniques. But, let's not forget about the basics in sales!

I often come across sales managers and business owners who are nervous about building or expanding their own sales team.

Prospecting during these uncertain times has been a popular topic. This is because prospecting in person—whether at a networking event, an association meeting, or through old-fashioned door-knocking—is just not happening anymore.

It's that time of year again. How do we finish the year strong and at the same time, how do we start ramping up for next year?

Last week, we talked about being nice, staying focused and getting to work and I mentioned that being nice was so important because people do business with people that are motivated, successful and happy. One of the ways that we can show that in our business is to be confident.

Always be prospecting. Why do I say that? I can tell you that in 25 years of selling, I have never met a sales problem that can’t be solved without good prospecting skills.