Colleen’s Blog

Today, I'm decreeing a ban on corporate marketing materials for salespeople. I want to ban salespeople from using them, ban marketing teams from producing them, and maybe even ban the entire industry. Why?

I recently got back from a vacation in Japan and from that experience, I started to think about why I love going there in the first place. What draws me there? What sales lessons can we learn?

Recently, I have been coaching a number of sales leaders in professional services firms. They've all been complaining to me that their teams are complaining about a lack of results with traditional outbound calling techniques.

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.

Most times, companies, marketing departments, executives, and even sales teams create value statements without understanding the value they can bring to the customer.

I am sick of sales managers complaining about their top sellers not being team players.

Today, I want to talk to you about a process that we've been using with our clients that is helping them close more deals. We're using a buyers map to help unstick opportunities that are stuck in their pipelines.

I want to build on the tips that I discussed with you last week about the sellers that you should not hire. Something that remains true is that we want to hire sellers who are well connected and back in the day, that meant that we hired sellers for their Rolodex.

Today, we're going to go over three tips that will help you in your interview process so you know which candidates you shouldn't hire.

Someone once said that everything old will become new again eventually. Recently, I read some research in Forbes Magazine that talks about how in 2018, one of the biggest trends for B2B sales lead generation is going to be live events.