Colleen’s Blog

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:

You could be the world’s greatest salesperson selling the world’s best product, but if you can’t connect with your prospects, will your sales results reflect your expertise? If you can’t open a dialogue with prospective buyers, it becomes very difficult to sell a product or service! This is a common problem for many sales professionals, the inability to secure a conversation with potential customers. A certain feeling of frustration creeps in and it can become difficult to maintain the focus or motivation to keep trying. When you’re passionate about your product and its ability to help your prospect, the frustration tends to grow even more. Can you relate to these feelings? Chances are you have felt this frustration at one point or another. Want some good news? I have a few points worth discussing that will hopefully drive you to keep trying to initiate contact with your prospects: