Colleen’s Blog

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. 

Over the last 12 to 16 months, I have been working with clients to help them implement a new sales methodology. And I'm telling you we have come up with a magic formula for implementation accountability and producing great results. This entails a bi-weekly 30-minute sales meeting that’s focused on one narrow skill area that you want your salespeople to accomplish and master.

Despite changes to our selling marketplace, too many sales professionals are rooted in beliefs about customer engagement that simply aren't true. That's why today, I'm going to dispel the three big sales engagement myths.

Why are you good? Seriously. Have you asked yourself this question before? Let's face it. Salespeople often come with healthy egos, to put it lightly.

Many of you have read a lot of the work we've done on account management. But here's what's really critical about account management.

Last year, I was at an extended leadership team meeting for one of my best clients.  We introduced a quick concept to his sales managers around account management and proper account planning.

This year, my team and I have had the pleasure of working on some really interesting projects.

You’ve probably had to deal with professional criticism at some point (or often) in your sales career. In such a fast-paced, high-pressure profession that is continuously focused on results, we are often subject to our fair share of criticism from colleagues, managers, clients, and prospects. If you want to be successful in sales, you must train yourself to take criticism and use it to your advantage. ← Click To Tweet It’s easy to get wrapped up in your faults when others are pointing them out to you. But, there are steps you can take to efficiently move past the negativity and actually create success through the criticism that you receive.