Colleen’s Blog

I've stopped more than one CEO in their tracks when I've heard them utter this phrase: "I need you to fix a sales problem I have." Doing the fixing is not what I do.

Micromanaging often gets a bad wrap in the professional world. But, could it actually be a good thing? Look, the term micromanage can have different meanings to different people.

How long do you typically take to get back to a prospect upon receiving an inquiry from them? Anything longer than 24 hours is too long. Your customers are busy people. By taking too long to respond you’re letting go of an otherwise potentially easy sale.

I would like to talk to you about a proposal format that you can customize for whatever business you’re in. You can use this whether you’re in a products business, a service business, or a hybrid of both.

In a previous video, we talked about the concept of learning by doing instead of learning through a training workshop or a facilitated training event. I was recently at an extended leadership team meeting for one of my best clients and he had all of his sales managers there. We introduced a quick concept to them around proper account planning and management.

The world is run by people who follow up, and for sellers, that means being persistent.  You will win more business by being persistent than anything else. 

A few weeks ago, I was at a client sales management meeting and we were discussing Account Management because many were concerned that they were starting to lose some of their accounts.  There was a lot of resistance from the sales managers that said their teams won’t do account plans because they don’t want to go to the rigor of documenting what they’re going to do as clients are often unpredictable.