Colleen’s Blog

When sales leaders think about their sales teams and the success they're creating, they often think about, well, their sales!

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.

Is your team getting virtual communication right?

Yes, sometimes, it's OK not to grow.

Despite everything going on right now with COVID-19, it is possible to find the good in today's climate.

Are you setting your sales managers up to fail? A few years ago, I met an executive running sales teams who had recently been promoted to the role.

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.

Despite changes to our selling marketplace, too many sales professionals are rooted in beliefs about customer engagement that simply aren't true. That's why today, I'm going to dispel the three big sales engagement myths.