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The Latest from Colleen

Guest Post: Opportunity Lost: What Don’t Your Testimonials Say About You?

’ve seen too many websites with inspiring product offers, gorgeous video, and testimonials to the effect that “you guys really came through for us,” attributed to a “major software company.” Testimonial Director is a service that has templated the fine process of collecting testimonials efficiently and making sure they contain the appropriate information. (Their website is also a great example of testimonials done well.) In a special report (see bottom of their home page; sign-up required), the company identified “recommendations from people known” as the best tool for building consumer trust through advertising channels.

Tale of Two Cities

Looking back on February I am officially dubbing it professional development month! I was on the road almost every week this month, delivering workshops. The one week off from client …

Debunking the perfect sales process myth

“How do I build the perfect sales cycle or the perfect sales process?” I’m often asked this question and my answer tends to disappoint those who are looking for quick answers to challenging problems.

There is no such thing as a perfect sales cycle, or a perfect sales process that you can either build or replicate and unleash on your entire market.

Sorry, but that’s the truth.