Colleen’s Blog

"Why aren't we just doing what our biggest competitor is doing?"

"How can I sell more?" I hear that question a lot from salespeople everywhere. More often than not, it's framed around a false assumption: the belief that you need to get more to sell more.

Where is your sales prevention department? You may have one without knowing it!

It used to be that buyers needed to know you first before they could trust your product. Today the reverse is true.

If you travel a lot with work—as I do—it exposes you to a much wider variety of ways that people experience the world around them. But travelling can also make us keen observers of human beings and how they do business with each other.

A short time ago in the B2B field, buyers were unaware of who sellers were until we called them.

There has been no greater impact on B2B sales in the last decade than the online consumer-buying process.

Workshops and learning events can be the least effective—and for some, even the worst—places for your salespeople to get the training they need. You heard that right. Now, let me explain.

It's the thing you always do because it worked before. Much like the delivery person whose route over the years has consisted of taking as many right turns as possible to save time, sales leaders have a tendency of relying on time-honoured habits in the execution of their work.

I've stopped more than one CEO in their tracks when I've heard them utter this phrase: "I need you to fix a sales problem I have." Doing the fixing is not what I do.