Colleen’s Blog

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.

As the post-pandemic landscape continues to reveal itself in today’s marketplace, price increases are a defining characteristic…and a pain point for many of us. In some markets, these increases are incremental bump-ups. But in others, the spikes are meteoric, due in large part to ongoing complications in the global supply chain.

Are you prepared to lose your biggest customer?

I've been working on numerous consulting projects recently, and I’m incredibly frustrated with clients who lost business for no other reason than they didn't see it coming.

A client of mine recently emailed me and mentioned that they lost two of their biggest clients.

As the pandemic continues, client retention is more important than ever before. Let's discuss three ways you may be repelling your clients, so you can avoid this behavior and keep them!

   I’ve been working with organizations to help them understand what their internal best practices are for selling and what behaviours are really driving top performance. And one of the central themes being noted by top performers across multiple organizations is team selling.

If I was running your sales team and there had to be one thing that I would insist on, it would be this non-negotiable, mandatory behavior from all salespeople.