Colleen’s Blog

There’s a disconnect between the future of sales and the current popularity of two-tiered sales structures that include sales development reps (SDRs) combined with field reps. I touched on it in this article: let’s now explore that point in more depth.

I've been working with executives for the last few years on sales coaching practices. I've noticed that many executives are on the fence about whether or not to coach top performers. Let me clear the air.

A client once reported to me that the work we did with them last year is creating 35% more revenue to the company than it did in previous years. Now that's an exceptional result, but rather than just giving myself a pat on the back, I just hired him to sit down and dissect what we did for them so that I could let you know how to get the same results. I realized it was three basic things.

There’s one thing I’ve noticed with organizations and people who are really good at bringing new business: they are good at operationalizing value. These organizations and people have closing ratios higher than the average: 40% to 45%, as opposed to the average of 25% to 30%.