Colleen’s Blog

As a seller or a sales leader, are you using the wrong approach to a sales presentation?

A huge mistake growing businesses make is assigning an individual as a "player-coach."

Make no mistake about it. Right now, you must be micromanaging your metrics.

Your greatest sales success will come when you stop using seller-focused pipelines in your sales process. As I explained in the previous article in this series, that old approach—while still common—is mired in assumptions that simply aren’t true anymore.

Do members of your sales team freeze up at this key moment?

Are you sharing the same messages today that you were sharing a year ago with your clients? Are you approaching them with the same value propositions, teaching them the same things, or providing them with the same insights today as you were a year ago?

Imagine you're preparing a delicious meal and you're short on olive oil. Would you add vinegar to make that oil go further? Of course not! Those are complementary ingredients, not interchangeable ones. You can shake them together but soon they'll separate.

Have you considered the power behind being ubiquitous in your industry?

In earlier times—let’s call it 2018—it was common for sellers to be exclusively in control of their sales pipeline. They built it and moved prospects through it based only on inputs that mattered to their organization. However, just because those seller-focused pipelines were popular didn’t mean they were effective!

You need to get familiar with this important sales alignment. Did you know that customers that receive exceptional customer service are 86% more likely to reorder than those who have a subpar experience?