Colleen’s Blog

A couple of weeks ago, the Engage Selling Facebook page hosted one of my Facebook Lives. During that video, we talked about pushing through to the end of the year and making sure that you either hit your goals or exceed past them.

Last week, we started talking about trends in the marketplace. Another trend that we are spotting inside corporations is that the buying process is becoming more collaborative than ever.

I think it's fair to say that our buyers are busier than ever before because we're in a virtual employment situation. In fact, studies are showing that this is the first time in our lifetime that we've had more job openings than people looking for work.

Recently, I have been working with a lot of professionals where selling isn't their primary role. These may be account managers, recruiters, engineers, or project managers. They all have a mandate to do sales, but it's not their primary job nor do they like it very much as that's not the reason they got into the business.

I'm going to share a quote with you that a client recently reminded me of that I used to say all the time. 

Recently, I was on a sales call and the sales directors that I talked to had some interesting things to say that I want to share with you.

Today, I want to talk to you about a problem that I see many people in our industry make and that is believing that giving your customers more choice is the best thing you can do for them.

I've been working with a business owner who's been struggling with the concept of accountability because she just doesn't want to fire people for not hitting their goals or penalize them for not doing the things she wants them to do.

For the last few videos, I've been talking about client retention and expanding your network within your client accounts. From this, the response I always get is, "Colleen, I don't want to be behind my client's back because they might get angry with me and my relationship with them would erode."

If I was running your sales team and there had to be one thing that I would insist on, it would be this non-negotiable, mandatory behavior from all salespeople.