Colleen’s Blog

Has your team started honing their remote selling abilities?

Want to know my favorite sales question? It's powerful, versatile, and helps you become a better sales leader.

All value-based selling—when done effectively—is about correctly defining the benefits of your product or service based on what matters to your customer. As I like to regularly remind sellers and leaders: the only value that matters is what matters to the client. The better you are at defining this, the better you become at building a broad array of connections that improve your closing ratio.

There’s a disconnect between the future of sales and the current popularity of two-tiered sales structures that include sales development reps (SDRs) combined with field reps. I touched on it in this article: let’s now explore that point in more depth.

Could your sales process use a little more assertiveness?

Far too many sales organizations focus only on the internal KPIs (the things that drive your performance): sales velocity, sales process, your funnel, your pipeline, the number of calls you make, the number of conversions you make, your closing ratio, or your average sales cycle. 

When sales leaders think about their sales teams and the success they're creating, they often think about, well, their sales!

It's easy to get "bogged down" by our daily tasks, calls, meetings, emails, coaching, and so on. But, in the midst of the never-ending list of "to-dos," don't forget to "information gather" and ask your sales team these questions:

Good help is hard to find? Not necessarily. A potentially untapped talent source may be right under your nose.

Creating and maintaining a high-growth, high-profit business in your marketplace—one where sellers, leaders, and customers all thrive—is essential. That’s why, for many years, I’ve advocated putting value-based selling at the centre of your work.