Colleen’s Blog

The best sellers and organizations know how to effectively use operational value to their advantage.

When it comes to sales success, consistency is key!

This week, I want to explore sales goals. I know we all have them. Our companies set them for us, our leaders set them for us, and perhaps you set some for yourself.

"How can I sell more?" I hear that question a lot from salespeople everywhere. More often than not, it's framed around a false assumption: the belief that you need to get more to sell more.

Today, your customer sees you—the seller—before you see them. That means we no longer live in a sell-to marketplace. It’s a buy-from world now. That shift has important consequences for how sales pipelines are built and what you use them for.

Amongst your sales efforts, don't forget to grow your current accounts!

It’s a friction point that holds you back from achieving sales success: buyer objections. If left unchecked, those objections will stop you dead in your tracks from being able to present a compelling proposal to your prospective customer. And that puts you at risk of landing fewer deals. The more objections a buyer has, the more likely it is you have a fact-finding mission on your hands.

Have you given sufficient thought to building confidence in your sales team?

Changing your buyer's mindset can be very powerful.

This week, I want to examine the power of video meetings. Now, I'm not saying that you're going to replace all of your in-person meetings, but a fraction of them need to be on video because of two important statistics that have come to my attention.