Colleen’s Blog

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.

More than ever, you need a proven approach to sustain your business now and position it for success in the economic recovery that’s coming. Even with everything difficult that is happening in the world right now, there’s some good news on the business front.

Have you ever stopped and ask yourself what the return on investment is for your clients who work with you?

“We didn’t see it coming.” That’s what an exasperated client of mine said to me recently when they lost not one, but two big accounts due to unforeseen internal changes within each customer’s organization.

These days, my clients are concerned about two significant barriers holding them back from hitting their sales targets. You’re likely facing these as well.

Where is your sales prevention department? You may have one without knowing it!

I've been working on numerous consulting projects recently, and I’m incredibly frustrated with clients who lost business for no other reason than they didn't see it coming.