Colleen’s Blog

Last week, we talked about proposal formats. Therefore, it makes sense that we talk about presentation formats this week.

I would like to talk to you about a proposal format that you can customize for whatever business you’re in. You can use this whether you’re in a products business, a service business, or a hybrid of both.

In a previous video, we talked about the concept of learning by doing instead of learning through a training workshop or a facilitated training event. I was recently at an extended leadership team meeting for one of my best clients and he had all of his sales managers there. We introduced a quick concept to them around proper account planning and management.

Last week, we talked about persistence and I walked you through a call and email plan that’s designed to get somebody on the phone. There’s one other element of persistence that’s really important as you’re following up with an account and that is to be persistent with multiple people.

The world is run by people who follow up, and for sellers, that means being persistent.  You will win more business by being persistent than anything else. 

Throughout this year, we’ve been talking a lot about the hallmarks, the characteristics, and the personality types of the top performers.

We’re approaching the end of first quarter for many salespeople and it’s a good time for us to take stock.

Last year, I was interviewed by Maclean's Magazine. They asked me what specific courses a student needed to take in order to get a good sales education coming out of university and going into the workplace.

Recently, I was working with a client on some planning for their sales team. Specifically, we were creating action plans for every sales team members so that they would know how many calls, emails, meetings they need to take in a given day, week, month or year in order for them to hit their goal.