Colleen’s Blog

 There are four straightforward sales goals that I would like to share with you. They are simple, effective and will help you set the right targets and keep you on track throughout the year.

Having long studied the habits of top-ranked sellers and the changing nature of the marketplace, I’ve seen a steady shift in the power in buyer-seller relationships. Now, study after study confirms what I’ve been observing in the field: today’s buyer is showing less and less desire to engage with salespeople than ever before. 

Why does team selling work? 

Did you know closing ratios on deals that employ traditional selling methods (e.g., cold calls and direct mail) have not changed since the 1980s? Seriously. They’ve not budged at all since “Eye of the Tiger” was a hit song on the radio. And yet there are still salespeople and team leaders today—four decades later—who remain stubbornly fixated on this entirely outdated way of looking at sales.

When I started selling decades ago, we were told that we wanted to be the trusted advisor or partner of our customer. To this day, I still hear people saying that. However, it's an outdated cliché.

You cannot grow your business with a particular client if you're relying on a singular point of information. Growth comes from not only the quality of contacts, but also your quantity of contacts in a particular organization.

I want to highlight three important questions that buyers are asking themselves right now. Knowing how to deal with these three questions will help you attract and retain more customers.