Colleen’s Blog

I have a challenge for you, ditch your powerpoint. Do this for the next week, or even the next month. Wondering why?

A large number of my clients this year are looking to grow and retain their existing account base. They want to grow and retain those existing accounts at the highest level possible in their marketplace to better serve them and provide more value.

Especially in 2020, you need to diversify your prospecting to ensure long-lasting success.

If you travel a lot with work—as I do—it exposes you to a much wider variety of ways that people experience the world around them. But travelling can also make us keen observers of human beings and how they do business with each other.

One of my clients chose “predictability” as their company’s 2020 theme. I thought that was a really laudable goal because, in choosing “predictability” as the theme, they created sales processes, territories, and named accounts to really give the sales team the focus they needed to produce predictable results. More importantly, what’s the central key to ensuring that you and your client have predictable results? Adherence to the process. 

This time of year has a certain appeal to it. I think all of us, to varying degrees, recognize the power of a fresh start at the beginning of each January.

I have a question for you. Do you really know where your revenue comes from? Most businesses can probably answer that question pretty quickly. It's obvious, right? Not so fast.

December is truly a great time to stop and think about ourselves and our businesses from a marketing perspective as a salesperson, which we often don’t do.

Stop hanging on to poor sales performers! It's becoming increasingly apparent to me that sales leaders hesitate far too much when it comes to getting rid of their dead weight. In fact, this is a common element I come across in many dysfunctional sales teams I observe. Wondering if, perhaps, this is something you might be guilty of yourself?

As we’re rounding out any month, quarter, or year—depending on how your fiscal year is created—I always like salespeople to think about accelerating their sales in the next period. The easiest way to start this process is by looking at your current sales velocity.