Colleen’s Blog

Do your team members possess the key trait for sales success? People are always asking me what they think the number one personality trait of a successful salesperson should be.

It’s a fact. Gartner’s recent market research confirms that virtual selling (and buying) are entrenched in how people want to do business now.

I don't know a single sales leader who finds hiring great new talent to be particularly easy. So, what's the solution?

Are you prepared to lose your biggest customer?

This week, I want to discuss your pipeline metrics. Our clients are noticing an unstable marketplace and, if you're not paying attention to this instability, it can dramatically change your pipeline metrics and lead to disastrous results.

The best product in the world won't save the day if your sales reps are delivering flat presentations.

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?