Colleen’s Blog

A short time ago in the B2B field, buyers were unaware of who sellers were until we called them.

As we approach the last few weeks of the year, salespeople often find themselves either coasting into the new year because they have accomplished their sales goals, or they find themselves pushing hard because they have struggled to reach their sales targets.

As we inch closer to the new year, I wanted to discuss the best way to end the year.

Slow markets don't have to mean slow sales.

I’ve recently been involved in a pilot coaching project with a large organization where we are teaching their sales managers how to coach. These sales managers have been incredibly effective with their coaching and getting their teams to accelerate results. 

You can't afford to enter the new year without doing this.

I was working with a group of sales managers at a workshop a few weeks ago and one of them introduced this strategy. It was a very simple strategy of implementing an account plan when you didn’t have a sophisticated account planning process.

Yes, it is possible to do less and achieve more.

There has been no greater impact on B2B sales in the last decade than the online consumer-buying process.

I was surprised when one of the clients I’ve been working with for close to 10 years asked me to discuss referral selling for a sales roundtable I was going to facilitate for them. I was surprised because this client is exceptional at what they do: millions of dollars in services and their top salespeople are constantly hitting records.