Colleen’s Blog

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.

Over the past few months, due to travel restrictions, companies have been conducting more and more product training sessions. I'm not opposed to product training, but it's critical that we don't pitch product features to our customers. Instead, what we need to do is transition product training into value training.

I've been working with executives for the last few years on sales coaching practices. I've noticed that many executives are on the fence about whether or not to coach top performers. Let me clear the air.

I recently referred a friend to my insurance provider. Disappointingly, when she called the insurance provider, the receptionist provided wrong information and told my friend that no agents were available to further assist her because everyone was working from home.

My very favorite question in all of selling is simply, "Why?" Why do I like it so much? There are a number of reasons. 

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.

   Here’s an idea for all of you planning your sales kickoffs or big sales meetings with all of your team present: rather than just having a number of outsiders come in and talk about their motivational, sales, or consulting principles, have somebody come in and interview your top performers.