Colleen’s Blog

Traveling is great way to observe the best and the worst in sales and customer service. Here are a very highlights (and low lights) from May.

Here is a new interview with me and Lattice Engines on the power of referrals and cross selling.

When is a sales opportunity really qualified? Take the quiz and find out!

In rethinking the sales process this way, every step of the process represents a set of tasks or activities that have to be complete in order to move the deal through the pipeline. It’s no longer the probability of close—a subjective opinion from the sales rep—but the percentage complete in the sales cycle—an objective statistic based on facts.