Colleen’s Blog

I recently watched a presentation that underscored the best practices of top performers. In particular, one topic they highlighted was morning routines and how top performers had a strict morning routine. For example, they wake up at 4am, work out, have their coffee, make their calls, and check their emails. 

There isn't a buzzword out there today that's more dated than the notion of you being in "partnership" with your client. The fact that it's still used so irritatingly often in business today should give you serious pause.

Nothing causes you to lose a sale more than being out of sync with your buyer when it comes to your sales process. Thus, how do you prevent that? Create a buyer-verified pipeline.

Could your sales process use a little more assertiveness?

In this week’s Sales Leader, I examine the difference between an objection and a heckle. 

If you have been listening to me or following my work for any length of time, you know that I consistently implore and demand that you start asking for the sale more. In fact, we know that this is why so many deals and opportunities do not get closed. 

Quarterly business reviews are essential for understanding potential growth with existing customers, retention issues and future opportunities. They are just as crucial for troubleshooting where sales performance isn’t meeting expectations, as well as for measuring the return on investment your client is receiving for the work you do together. Get serious about doing this analysis.

Silence is one of the simplest things a seller can learn to do, but it is the most difficult for them to execute in the sales process effectively.

Have you ever thought of debriefing your sales calls—the good, bad, or mediocre ones? It’s a great practice to get into.