Colleen’s Blog

I was working with a CEO and his management team recently and the CEO said, "If you're batting 300, you would be in the hall of fame." It was a great reminder to salespeople that we don't win all the business.

There's an expression floating around these days that I love: corporate promiscuity. What exactly is that and how does it relate to us as sales leaders?

Recently, I was overseas coaching a group of sales managers from the Middle East and one of them had a great question. He asked, "Colleen, how do I coach someone through ego?"

It is common for me to get questions like, "How do I get my sellers to reach their sales goals?" Here's my answer.

In the last year or two, my big, exciting projects have contained a significant coaching element. I know that when a client is engaging with me to help their sales leaders be better coaches, it's going to have a tremendously positive effect on their sales team.

You know and I know that content is king when it comes to B2B selling. Therefore, it doesn't surprise me that a recent study from Curata shows that 71% of companies are investing in content for their marketing and sales teams in order to attract new customers.

I'm doing some research on my new book, Right on the Money, and I found a study from Serious Decisions that said that 67% of all buying is done digitally.

Last week, we started talking about trends in the marketplace. Another trend that we are spotting inside corporations is that the buying process is becoming more collaborative than ever.

If you've been on this website for more than 5 minutes, you know that I love to talk about value. I want you to start thinking about value in four different ways.

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