Colleen’s Blog

I want to share with you a real-life success story from one of my clients in the oil and gas industry. He started to embrace non-traditional, social, and remote selling in ways he never had before.

When it comes to buyer behaviour trends in the marketplace, I'm noticing—with research and my clients—that more and more buyers are utilizing social media to help them make decisions about products and services that they're buying in the B2B marketplace. I've seen some studies that illustrate that it's up to 85%. However, whether it's 50%, 60%, or 85% in your marketplace, you cannot ignore this trend.

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.

I don't know how many of you visit my LinkedIn profile page, but I encourage you to go there because there's a really active conversation going on around a number of my posts.