Colleen’s Blog

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.

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.

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 not you create great sales and a thriving organization comes down to your ability to create, maintain and grow your relationships.

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 me that more often than not, most salespeople are looking at pricing objections from the wrong perspective. In fact, these common objections often have nothing at all to do with price! Let me explain.

In my community, there is a very big named sales trainer who came out during a presentation recently and said, "Your job as a sales rep is to push your value proposition hard and often enough until the customer either buys or walks."

I am thrilled to announce that I have been named one of LinkedIn's Top Voices for 2018. This is a yearly list LinkedIn curates recognizing their most engaging creators. You can view the full list here.

A few weeks ago, I had a rousing discussion on LinkedIn about the downside of pushing too hard as I recently did a Facebook Live video about pushing hard until the end of the year.

A couple of weeks ago, the Engage Selling Facebook page hosted one of my Facebook Lives. During that video, we talked about pushing through to the end of the year and making sure that you either hit your goals or exceed past them.

Last week, we started talking about trends in the marketplace. Another trend that we are spotting inside corporations is that the buying process is becoming more collaborative than ever.

The weakest part of the sales cycle can create havoc in a sales rep's short-term and long-term sales success. The good news? It can easily be fixed too.