Colleen’s Blog

Recently, I talked about customer loyalty and how it’s your job—not theirs—to create ideal conditions for them to stick with you. But what about within your organization? It matters here, too.

One of my clients recently told me that they wanted to divide their sales team up into “hunters” and “farmers.” It's not an ideal structure in my mind, but they wanted to go through with this and believed it was best for their business. Thus, I tried to find ways to make it work for them. In particular, here’s what I discovered. 

The best sellers and organizations know how to effectively use operational value to their advantage.

Want to know my favorite sales question? It's powerful, versatile, and helps you become a better sales leader.

Is your buyer part of the solution? Confused about what this means, exactly? Let me explain.

With uncertainty and disruption being the theme of 2020, you need to know how to keep your sales team engaged.