Colleen’s Blog

It's important to remember that we create the gatekeepers—they're all in our own mind. If we create them, we can get rid of them.

I often get a number of questions from clients about sales productivity enhancements: how do we sell more in less time, how do we bring our sales ratios down, how do we bring our closing speed down, or how do we bring our average order size up? There is one way to achieve all of those: through engagement.

Today, we're going to talk about something that's profitable and easy to do, yet so few people do it. It's called cross-selling.

A few weeks ago, I had a rousing discussion on LinkedIn about the downside of pushing too hard as I recently did a Facebook Live video about pushing hard until the end of the year.

I'm going to share a quote with you that a client recently reminded me of that I used to say all the time. 

I've always been a fan of coaching sales reps on a given day. I love it when you have a consistent date and time where you coach your entire team one-on-one. However, managers often come up to me and say, "Colleen, it's exhausting." While it can be exhausting, it can also be exhilarating.

In my line of work, I've noticed that the vast majority of sellers don't prepare for sales calls and leave opportunities on the table.

I don't know how many of you visit my LinkedIn profile page, but I encourage you to go there because there's a really active conversation going on around a number of my posts.

I want to talk to you about how to kick off this year by having your best first quarter yet. One of the ways we have to do that is to get really focused on three things. Brought to you by the Adobe Document Cloud.

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.