Colleen’s Blog

A recent study from Rosetta showed that engaged and satisfied buyers are 50% more likely to reorder, spend 200 times more than the average customer per year and they display brand loyalty 5 times higher than any other buyer.

Want to know two things that never go together when it comes to salespeople? Low confidence and high sales results. Seriously, have you ever seen a sales rep who sulks in the corner all day, talks about how tough it is to make sales, lacks overall self-esteem but simultaneously still manages to be the top performer in the company? Suffice to say that's a rhetorical question. It simply doesn't happen. Methods and strategies are great, but are you focusing enough on your sales team's confidence level?

Sorry, your customers don't want to partner with you. In fact, they hate partnering with you.

Many of you have read a lot of the work we've done on account management. But here's what's really critical about account management.

Not hearing back from prospects? Waiting by your phone, hoping it will ring? Being ghosted by prospects can be frustrating, but here's what you can do about it.

Sales lessons are all around us. Often, I keep a keen eye out for new experiences, for the very purpose of sharing what I learned with you! Here are some of the thoughts I'm having right now which could benefit you:

This is a great way to frustrate your prospects. Have you ever been excited to call a brand and inquire about their services, only to have a horrible experience?

Want to make your offer impossible to refuse? Here's how to quadruple your value.

Are you present enough with your clients? A couple of years ago, I had just boarded a flight and noticed an attendant in the aisle helping another passenger find their seat. Behind her, a woman entered the plane, yelled "Excuse me!" and barged pass the flight attendant and then mumbled "well you do want to board, don't you?"

Recently, I was speaking at a large conference that was focusing on sustainability and building technologies in the green space. After my presentation, someone came up to me and said, "Colleen, we need to stop focusing on the gloom and doom. We need to start telling people how great our solutions are."