Colleen’s Blog

Strategic pivots can help you during these times.

In this week’s Sales Leader, I examine the difference between an objection and a heckle. 

Sometimes, it's OK for your business and sales not to grow. You read that right.

Last year, I finished a project with a client who generated a whopping 1,600% return on investment. How? They shared their wins internally.​

After months of global pandemic responses, including economic shutdowns, everyone has been thrown off balance. The hurt will be here for a while, and as I’ve pointed out in a recent article, resiliency is what you must summon now—not later—to position yourself for the coming recovery.

I want you to think like your competitor. Why? Thinking like your competitor will help you figure out where you're weak and strong in the accounts you’re managing, which can lead to retention and growth activities.

We were taught at a very early age to never make assumptions. However, I still encounter salespeople who make assumptions all the time. I want to, in particular, highlight two tales of woe from clients who I discovered were making damaging assumptions.

Recently, I interviewed my good friend, Richard Citrin, author of Strategy-Driven Leadership and The Resilience Advantage. We talked about how resiliency—what he describes as the ability to “bounce forward”—is a hardwired resource in all of us. But you must summon it to make it work!

In today's selling environment, we're using video more than ever before. And in some markets, video is the only way we can engage in face-to-face interaction with our customers. While I'm not going to delve into the specific platform or camera you should be utilizing, I do want to provide you with tips that are going to help you as a salesperson create more engagement with your customers.

Yes, sometimes, it's OK not to grow.