Colleen’s Blog

Are you properly using business reviews to your advantage? They’re great tools for businesses and salespeople yet they’re often used the wrong way or simply not used at all. Business reviews should be conducted at least once a year, or up to four times a year depending on how important the client is to you. Here are a few things to keep in mind when working with a client during a business review.

The best salespeople are constantly looking for ways to improve. They are not staying static for extended periods of time because, let’s face it, if you’re not moving forward - you’re moving backwards! There’s almost nothing better than reaching (or exceeding) all of your sales goals for the year. A certain feeling of accomplishment is natural, and should be embraced! However, will you be satisfied if your numbers stay the same next year? Are you doing anything to improve upon your past accomplishments? The answer for many salespeople is no. They often work hard to create temporary success and soon after end up in a worse situation than they were before because they allow temporary accomplishments to hinder their work ethic. Here are two things you can do to improve upon your current success:

Recently I have met a few companies that insist on not having territories for their sales team. I call this a “territory free for all.”

Bad decision.

A “territory free for all” only leads to dysfunction and poor sales. Here are 6 reasons why:

As the world changes at an increasingly rapid rate, the sales industry has no choice but to adapt and change as well. If you've been in sales long enough, you may remember a time when feature and benefit selling was a great way to create success with your sales endeavors. However, in today’s market, feature and benefit selling is more or less dead. In fact, buyers are engaging in the sales process much earlier than ever before. They may not even know it, but what matters most to your customers in this day and age is alignment. Let’s discuss a few different types of alignment that will help turn prospects into customers.

Cold calling can be tough for salespeople to master. The rejection, the awkwardness, and the flat out rudeness turn many people off from truly trying to create success with their sales calls. However, if you follow a few steps, you’ll be sure to get the most out of your calls and maximize your chances for success. Here are 6 simple steps you should consider taking note of: