Colleen’s Blog

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?

Your customer today is in a tough spot when making decisions. If you’re a seller trying to convert new prospects into buyers, you’re feeling the effect.

The most successful organizations I work with right now are nimble. That means they are quick to conduct meetings and action important ideas. If you want to successfully come out of the economic crisis, you have to embrace nimbleness.

Is your sales team taking the time to truly understand your customer?

Effective sales coaching can be elusive. Often, it can be done with little to no structure, on an impromptu basis, or only conducted when a seller is in a slump.