Colleen’s Blog

There’s a menace in your sales territory today. It’s one that can drain your resources, rob you of your time, lay waste to your sales targets, and sink the morale of your entire sales team…effortlessly.

Your customer today is in a tough spot when making decisions. If you’re a seller trying to convert new prospects into buyers, you’re feeling the effect.

Today's global pandemic is an extraordinary public health crisis. As we get past the immediate challenge of doing what's necessary and wise to stay well and safe, the next big question is: "What must I do to keep going professionally?" Answer that by looking at the best practices of top sales leaders. The wisdom there is timeless. It applies to every tough situation—including this one. 

We're finding that buyers are limiting contact with sellers to manage their time. In fact, Jill Konrath put it best when she said, "buyers are busy and long-term planning is sometimes only a few weeks."

Did you know that customers that receive an exceptional customer experience are 80% more likely to reorder than those who have a subpar experience?

I want to build on the tips that I discussed with you last week about the sellers that you should not hire. Something that remains true is that we want to hire sellers who are well connected and back in the day, that meant that we hired sellers for their Rolodex.

Today, we're going to go over three tips that will help you in your interview process so you know which candidates you shouldn't hire.

I want to have a quick conversation with you about something that often doesn't get discussed when we're talking to sellers, top performers, and sales leaders. It's a mandatory discussion that we have to have on a regular basis.

When I facilitate a workshop with a group of sellers, we inevitably start talking about all the different ways that you can communicate with clients. There's social media, email, Zoom, Skype, Abobe, etc. All of these virtual tools allow you to communicate more broadly and effectively with your clients.