Facebook Live Video: Don’t Slow Down in the Summer!
Summer is not an excuse to stop selling. You don’t have to give in to the idea that there are no sales to be made in July and August.
How to Speed Up Your Deals
You may have noticed this interesting trend… Lost deals tend to be the same ones that stagnate during the proposal phase.
Most Sales Managers Aren’t Willing to Do This | Sales Strategies
I’m currently working on a large project where I work closely with several sales managers. Unfortunately, I have been disappointed with their managerial qualities. This is because they don’t practice coaching …
Putting Sales Velocity into Action: Sales-Cycle Speed
Sales velocity is a powerful metric that every sales leader must know inside out. While it measures how fast you’re making sales and earning revenue, it gives you something even …
Stop Blaming Marketing: You Own Your Pipeline | Sales Strategies
When I ask sales teams what’s the number reason why their pipeline isn’t more full—how come they’re managing a pipeline so lean it’s going to be impossible for them to …
3 Ways Discounting Sabotages Your Sales | Sales Strategies
I recently talked to a group of sales leaders. It was the last three days of their quarter and they told me, “Colleen, we have to admit: we are having …
Make More Sales By Doing This
If you want to make more sales, you have to think about this. First, understand that we live in an “on demand generation.”
Don’t Let Your Team Give Up
Some sales reps give up too easily. That is, they’ll reach out twice, perhaps three times to a prospect before throwing in the towel and moving on.
Putting Sales Velocity into Action: Closing Ratio
So far in this series—which looks at four adjustments you can make to improve your sales velocity — each activity has involved both a planning and execution stage.
Demonstrating Tangible Return on Investment | Sales Strategies
Over the last few years, I have been working with a number of companies who have all formalized and institutionalized this process of demonstrating tangible return on investment with their …
My Top 4 Sales Travel Tips
Sales is one of those professions that often require a heavy travel schedule, so I thought sharing my top 4 travel tips could save you time and help you avoid …
A Normal Close Rate – And How to Improve It | Sales Strategies
I often get asked: what is considered a normal close rate and how do I improve it?
