A good sales organization centres around a good sales coach. In fact, coaching is what drives top performance in sales teams.

If the leads and opportunities you are working on have not yet made a decision—perhaps they forgot or have gone silent—your follow-up plan needs to be professional, albeit assertive.

My recommended social media strategy for you is called "The Power of 3."

I will highlight what I've discovered about making training work—making it work in a way that you get and a way that will yield the highest ROI from your sales training dollar.

A surprisingly easy way to get referrals.

There's the competition you're thinking of, and there's the competition that might be flying under your radar.

Even the best sellers lose deals. Accept that up front and figure out what to do about it.

Top sales performers consistently self-assess. Ask yourself these three questions.

Looking internally beyond the sales team may be your best source of talent.

High sales team turnover doesn’t have to be the norm. These 5 steps will stabilize your team.

Do your sellers know exactly how much they will get paid based on their sales? If you answer no, you are in trouble.

Buyers are busier than ever before. That means we need to be ready when they are. Here's how.

 In today's market, speed may be your biggest competitive advantage. Are you fast enough to win?

All too often, I hear sellers complain that their market is different and strategies in one industry won't work in another. They're almost always wrong.

Focusing on new, shiny opportunities can sabotage your sales. Here's how to avoid it.

One of the toughest things a seller has to do is balance near and long-term opportunities.

Recently, I was overseas coaching a group of sales managers from the Middle East and one of them had a great question. He asked, "Colleen, how do I coach someone through ego?"

Your team really doesn't care about your goals. Here's how to turn yours into theirs!

Everyone agrees cross-selling is critical. But most make this mistake.

I can always tell when sales training is going to work: it includes this.