Colleen’s Blog

Working with so many different clients across a variety of industries really opens your eyes to new ideas, strategies, and insights. I'm always open to embracing fresh new thinking!

Today, I have a challenge for you that you can do over the next week or the next month. Put down your Powerpoints.

Today, I want to talk to you about a process that we've been using with our clients that is helping them close more deals. We're using a buyers map to help unstick opportunities that are stuck in their pipelines.

Taking the occasional peek at the sales pipeline is not effective pipeline management. Managing and reviewing the sales pipeline helps salespeople prioritize what activities to complete each month, it also gives them an accurate indication of how healthy their sales pipeline truly is. Here are a few steps for you to consider and that you can pass on to your sales force so that they can efficiently manage their pipeline:

It's been an exciting weekend at the Olympic track this week and no one better displays the Olympic spirit than the two middle distance runners Mo Farah from Great Britain (Gold medal men's 10,000 meters) and Ethiopia's 3000 metre steeplechaser, Entensh Diro. In a true to life Chariots of Fire moment, Farah went down hard  half-way through his race, picked himself back up and went on to win. The last 2 laps are some of the best racing I have ever seen and (disclaimer, Farah is a track idol of mine) it's no surprise I was yelling at the TV.

You offer a great service and haven't received any complaints. Yet, you still feel a void between yourself and your client. Emails and calls are short and to the point, and you may even feel anxious about your client ending the business relationship unexpectedly. You never really know where you stand with your client, professionally and personally. Have you felt like this before? Many salespeople and business owners have. I've said it before, and I'll say it again. What truly defines a great salesperson isn't what happens during the sales process, but what happens afterwards.

We're now well into Q2. Are you ready to help your team accelerate their success? I’ve been working with organizations and helping transform their sales teams for the last year. In all cases, these are companies looking to grow faster than the market and at an accelerated pace than their current growth path. Here are their keys to success: