Colleen’s Blog

Have you ever put together a sales strategy which you believed to be near flawless, only to see it fail in the long run? In my years of consulting, I have rarely (and I mean rarely!) come across a seriously flawed sales strategy. However, I have come across many (and I mean many!) sales strategies which ultimately fail. So, what’s the missing link? If most sales strategies are sound and concrete, why do so few of them make a lasting impact?

You can't be afraid of your own pricing.

The best product in the world won't save the day if your sales reps are delivering flat presentations.

Hiring the right salesperson for your team can be a hassle. They can have all the right experience, results, and seem like an ideal fit during an interview.

Have you ever stopped and ask yourself what the return on investment is for your clients who work with you?

Effective sales coaching can be elusive. Often, it can be done with little to no structure, on an impromptu basis, or only conducted when a seller is in a slump.

Ready to hire a new salesperson or salespeople for your team? Do this before hiring!

Some sellers (erroneously) believe that they should be attempting to sell to anyone and everyone. This is, counterintuitively to some, an excellent recipe to create a disaster.

We can talk about methods, strategies, and tactics until we're blue in the face. But, the truth is, your sales team won't be as effective as they can be if they don't have the daily habits in place to create consistent sales results.

Selling has changed. Markets have changed. Buyers have changed. Therefore, advice to sellers must change. Sadly, too many training programs have been slow to adapt, and are still teaching skills from "days of yore." Here are the top 5 unprofitable skills that are still floating around: