Colleen’s Blog

You cannot grow your business with a particular client if you're relying on a singular point of information. Growth comes from not only the quality of contacts, but also your quantity of contacts in a particular organization.

Are you pushing the sale too hard with your prospects and clients? Look, we all know sales is about persistence. Sometimes though, sellers don't know when to slow down on that persistence and actually repel the client away.

How much attention are you paying to the way your sales team is engaging with their buyers? Why, you ask? Well, there's a big difference between the way mediocre or poor performers interact with their buyers compared to how top performers do. Average salespeople view and regard their prospects as one of two things: 1. superior to them or 2. inferior to them. Let me explain.

It's a common scenario, and it kills proposals.

A bad apple spoils the bunch? Not so fast. I often hear one of these familiar whines: "Colleen, it's different around here..." "Colleen, what you need to know about our market is..." "Colleen, it's unique here..."