Colleen’s Blog

Working with so many different clients across a variety of industries really opens your eyes to new ideas, strategies, and insights. I'm always open to embracing fresh new thinking!

A bad apple spoils the bunch? Not so fast. I often hear one of these familiar whines: "Colleen, it's different around here..." "Colleen, what you need to know about our market is..." "Colleen, it's unique here..."

When salespeople are stuck or in a slump, many of them tend to...wait. That’s right. Far too many sellers just wait for things to get better.

A lack of speed kills sales. We live in an "on-demand" world. Your favourite show or movie is available on Netflix at the click of a button. Your closest family and friends are all "in your pocket" and a quick text away. This "on-demand" culture isn't limited to entertainment. It translates to the business world as well.

Have you ever put together a sales strategy which you believed to be near flawless, only to see it fail in the long run? In my years of consulting, I have rarely (and I mean rarely!) come across a seriously flawed sales strategy. However, I have come across many (and I mean many!) sales strategies which ultimately fail. So, what’s the missing link? If most sales strategies are sound and concrete, why do so few of them make a lasting impact?

I've been emphasizing to a number of clients the importance of creating an “early warning system.” It’s a system that helps you identify and prevent client departures. And one of the biggest warning signs or triggers we have discovered is engagement. Specifically, a reduction in engagement or a dramatic change in engagement style.

You can't be afraid of your own pricing.

Do your team members possess the key trait for sales success? People are always asking me what they think the number one personality trait of a successful salesperson should be.

There's a step that's commonly missing in account management planning. Do you know what it is? Many strategies look like this:

Are you harnessing the power of change? Change is often associated with pain, discomfort, and all sorts of other negative feelings. But, it can actually be the biggest driver of success in your sales.