Colleen’s Blog

My very favorite question in all of selling is simply, "Why?" Why do I like it so much? There are a number of reasons. 

I get called in a lot when organizations are struggling to hit their sales targets. Generally, the first thing I'll do is look at their pipeline. Why?

Silence is one of the simplest things a seller can learn to do, but it is the most difficult for them to execute in the sales process effectively.

Salespeople often have a healthy ego, but this can go too far when a particular seller feels like they "know it all."

It used to be that in-person meetings in sales were the default, and video conferencing was the exception. Now, it’s the other way around. Stop fighting this fact!

Let's face it, your competition inevitably comes up every so often while you speak with prospects and clients. You need to know how to talk about the competition.

Financial compensation doesn't have to be the only approach to commission. There's another, perhaps more valuable approach which can further motivate your sales team to produce results.

When it comes to hiring, the number one skill or behavior to look for is teachability/coachability.

There is absolutely a difference between how top sellers interact with people, compared to how mediocre or poor sellers interact with people.

Have you ever thought of debriefing your sales calls—the good, bad, or mediocre ones? It’s a great practice to get into.