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. 

Could your sales team be forgetting about this crucial step?

As a seller or a sales leader, are you using the wrong approach to a sales presentation?

Have you considered the power behind being ubiquitous in your industry?

It's easy to get "bogged down" by our daily tasks, calls, meetings, emails, coaching, and so on. But, in the midst of the never-ending list of "to-dos," don't forget to "information gather" and ask your sales team these questions:

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

As the pandemic continues, client retention is more important than ever before. Let's discuss three ways you may be repelling your clients, so you can avoid this behavior and keep them!

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