I think it's fair to say that our buyers are busier than ever before because we're in a virtual employment situation. In fact, studies are showing that this is the first time in our lifetime that we've had more job openings than people looking for work.
Watch
Today, I have a challenge for you that you can do over the next week or the next month. Put down your Powerpoints.
Watch
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."
Watch
You no longer have an ideal buyer. You have to throw out the notion that there's a single person inside your organization that makes the buying decisions.
Watch
In my line of work, I've noticed that the vast majority of sellers don't prepare for sales calls and leave opportunities on the table.
Watch
Your buyers want to co-create the solution to their problem with you and be part of the solution process as opposed to being told what to do.
Watch
In the next 5 years, we are going to lose 33% of all inside sales jobs that are focused on order taking, and I estimate that over the next 10 years, all of those jobs will be gone for good.
Watch
A couple of weeks ago, we talked about traits of top performers and I mentioned that curiosity, creativity, persistence, and discipline were some of the key traits. The other things that I noticed about top performers is that they have confidence and they have energy. How does this manifest itself in front of a client?
Watch