Colleen’s Blog

How much attention are you paying to the way your sales team is engaging with their buyers? Why, you ask? Well, there's a big difference between the way mediocre or poor performers interact with their buyers compared to how top performers do. Average salespeople view and regard their prospects as one of two things: 1. superior to them or 2. inferior to them. Let me explain.

You've probably heard some of the buzz around leading with fear.

A lack of speed kills sales. We live in an "on-demand" world. Your favourite show or movie is available on Netflix at the click of a button. Your closest family and friends are all "in your pocket" and a quick text away. This "on-demand" culture isn't limited to entertainment. It translates to the business world as well.

Have you ever put together a sales strategy which you believed to be near flawless, only to see it fail in the long run? In my years of consulting, I have rarely (and I mean rarely!) come across a seriously flawed sales strategy. However, I have come across many (and I mean many!) sales strategies which ultimately fail. So, what’s the missing link? If most sales strategies are sound and concrete, why do so few of them make a lasting impact?

You can't be afraid of your own pricing.

Do your team members possess the key trait for sales success? People are always asking me what they think the number one personality trait of a successful salesperson should be.

The best product in the world won't save the day if your sales reps are delivering flat presentations.

Hiring the right salesperson for your team can be a hassle. They can have all the right experience, results, and seem like an ideal fit during an interview.

Have you ever stopped and ask yourself what the return on investment is for your clients who work with you?

Some sellers (erroneously) believe that they should be attempting to sell to anyone and everyone. This is, counterintuitively to some, an excellent recipe to create a disaster.