Colleen’s Blog

There's a step that's commonly missing in account management planning. Do you know what it is? Many strategies look like this:

“What do I do when my long-time customer calls me and says they want to renegotiate a deal we’ve reached previously?” I get asked that a lot by sellers and business leaders…especially these days.

Hiring the right salesperson for your team can be a hassle. They can have all the right experience, results, and seem like an ideal fit during an interview.

How often does your sales team take the time to reflect?

Nothing causes you to lose a sale more than being out of sync with your buyer when it comes to your sales process. Thus, how do you prevent that? Create a buyer-verified pipeline.

Are you harnessing the power of change? Change is often associated with pain, discomfort, and all sorts of other negative feelings. But, it can actually be the biggest driver of success in your sales.

It can feel like a big, scary problem when your customer starts demanding you renegotiate terms and prices on an existing agreement you have with them. But, it doesn’t have to be that way. As a sales leader, there are steps you must take to ensure you remain in the driver’s seat in challenging situations like this—no matter what.

"Why aren't we just doing what our biggest competitor is doing?"

Could your sales team be forgetting about this crucial step?

Sitting in on sales coaching calls is one of the most thrilling aspects of my work. This is because I get to see in real-time what really informs the organization.