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."

It’s a fact. Gartner’s recent market research confirms that virtual selling (and buying) are entrenched in how people want to do business now.

Could your sales team be forgetting about this crucial step?

Sitting in on sales coaching calls is one of the most thrilling aspects of my work. This is because I get to see in real-time what really informs the organization.

While striving for success, it's important that you don't forget about your accomplishments!

The best sellers and organizations know how to effectively use operational value to their advantage.

Amongst your sales efforts, don't forget to grow your current accounts!

Make no mistake about it. Right now, you must be micromanaging your metrics.

Have you considered the power behind being ubiquitous in your industry?

In earlier times—let’s call it 2018—it was common for sellers to be exclusively in control of their sales pipeline. They built it and moved prospects through it based only on inputs that mattered to their organization. However, just because those seller-focused pipelines were popular didn’t mean they were effective!