Adopting an under-promise/over-deliver strategy
I am not a big fan of the supposedly tried-and-true client relations strategy of managing expectations and then delivering results that exceed those expectations. It sends the wrong message to …
Passion is No Ordinary Word: Channeling the sales professional in every entrepreneur
As a sales trainer, I work with people from all walks of life who share a common goal—they want to learn how to emulate the success enjoyed by the top-ten …
2009 Sales Outlook Survey Results Are In
The results of SalesDog.com’s 2009 Sales Outlook Survey are in and, according to their readers, the coming year will be all about lead generation, working harder and maintaining optimism. The responses …
The top ten most irritating phrases according to Oxford University
I saw this posted the other day and thought it was valuable for all sales people. Of course we don’t want to use irritating language or we will irritate our …
How Productive Were You in 2008 Part 2
Examine your sales capacity Another way to look at productivity is to analyze your 2008 sales capacity. Do that by multiplying the following: (# of reps) X (average hours you …
Don’t Face the New Economy Alone!
Get Access to our Powerhouse Sales Experts – At No Cost! Hi Colleen, There are only a few weeks until our 2009 Powerhouse Sales Event. I know with the challenges of today’s …
Mediocre or High Performer?
I recently conducted a small poll of some of my clients. Mostly those in leadership positions. The goal was to find out what their biggest concerns are with their sales …
Looking back to Get Ahead
Happy New Year! This is the first day back to work for Casey Chris and I after a long break and I went to work setting some goals for the …
Pipeline Reviews: Asking tough questions to close more business
Music teaches us valuable lessons we can apply to a sales organization. An accomplished musician will tell you that one of the most important skills they need to have in …
’tis the season….
….to give and receive gifts, thanks and appreciation. And I do have a bee in my bonnet about this one. I believe that gifts, thanks and appreciation should be personal, …
Learn More about Colleen
This fall it was my honour to be interviewed by sales expert (and friend!) Jill Konrath. Jill is the founder or Selling to Big Companies and The Sales Shebang. The …
