Colleen’s Blog

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.

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.