Colleen’s Blog

Lately, I have been receiving a number of questions about how sales leaders and organizations can effectively execute virtual sales kickoffs. With government regulations, quarantine restrictions, and city ordinances in place due to the pandemic, sales kickoffs during these difficult times can certainly be a challenge.

Salespeople, business leaders, and shareholders thrive on having reliable and realistic sales targets. Without them, you can’t possibly gauge performance. Setting those sales targets, more importantly, hinges on being able to consistently anticipate the future.

I don't know many people whose 2020 went "according to plan." As we approach the end of the year, here's some sales advice to be considering right now.

Recently, Gartner shared intriguing research to a group of us sales experts. Their research, in particular, reveals that when it comes to highly complex solutions and products in the B2B buying world—we're talking six-figure purchases or more—33 percent of buyers say they prefer to engage in a seller-less transaction.

We all know that sellers must close more deals in less time to achieve professional success. However, these days, too many skilled salespeople are struggling with deals that are stuck in what seems like perpetual limbo.

You no longer have an ideal buyer. You have to throw out the notion that there's a singular contact inside an organization who makes the buying decision.

Previously, we looked at how important it is to beware of talk traps. Now let's examine the first big step you must take to avoid those costly pitfalls that kill your time and sink deals: learn how to connect with all the right people in your buyer’s decision-making process.

I recently referred a friend to my insurance provider. Disappointingly, when she called the insurance provider, the receptionist provided wrong information and told my friend that no agents were available to further assist her because everyone was working from home.

Email prospecting: we're relying on it more and more during this new selling environment. However, unfortunately, the ratio of prospecting emails sent to responses are getting worse.

Is your team getting virtual communication right?