Dealing with Ego in Your Sales Coaching | Sales Strategies
Recently, I was overseas coaching a group of sales managers from the Middle East and one of them had a great question. He asked, “Colleen, how do I coach someone …
Stardate 1.0: Travel Lessons for the Sales Road Warrior
Are you a sales road warrior? Every week I’m asked about travel tips, recommended hotels, airlines, and locations.
High Sales Performance Starts With This…
This is the hidden secret behind high sales performance. If you follow my content, or any other sales thought leader’s work, you’ll find a plethora of great strategies, practices, and …
Translating Your Goal to Theirs | Sales Strategies
It is common for me to get questions like, “How do I get my sellers to reach their sales goals?” Here’s my answer.
2 Ways to Coach Your Team More Effectively
You have a few top performers on your sales team. That means they don’t need to be coached, right? Wrong.
The Measures that Matter
In part one of this series, I explained the difference between signaling metrics and performance metrics. The former just tells us stories. The latter reports facts. The key distinction between …
Get Your Sales Team to Do This Each Day
If there’s one habit that will make your sales team successful, it’s this one. Get your sales team to do this each day.
Measure What Matters
It’s both a blessing and a curse to be living in an age of unlimited data. While we can now track it with laser-like precision on an incredibly wide array …
Why Cross-Selling Fails | Sales Strategies
Today, we’re going to talk about something that’s profitable and easy to do, yet so few people do it. It’s called cross-selling.
When I Know Training Will Work | Sales Strategies
In the last year or two, my big, exciting projects have contained a significant coaching element. I know that when a client is engaging with me to help their sales …
The Best Way to End 2018
We’ve talked repeatedly, especially this year, the importance and value of your relationships. At the end of every presentation, call, meeting, or strategy session, the fundamental pillar behind whether or …
How to Overcome Price Objections
It’s one of the questions I receive the most often…how can a salesperson overcome those dreaded pricing objections? It’s interesting that this comes up so often, because it seems to …
