Colleen’s Blog

Summer is not an excuse to stop selling. You don't have to give in to the idea that there are no sales to be made in July and August.

You may have noticed this interesting trend... Lost deals tend to be the same ones that stagnate during the proposal phase.

When I ask sales teams what's the number reason why their pipeline isn't more full—how come they're managing a pipeline so lean it's going to be impossible for them to hit their targets—they give me an excuse. They abdicate responsibility, claiming that their marketing department has not provided them with enough leads. You have to be responsible for your own pipeline.

Some sales reps give up too easily. That is, they'll reach out twice, perhaps three times to a prospect before throwing in the towel and moving on. 

Want to know the very best way to keep the majority of your customer base? Develop a healthy sense of paranoia. That's right, paranoia.

Sales velocity is incredibly important because it is the measure of revenue that you bring in per person each day. It's a great indication of the future success or the gap you are creating based on a variety of key measures.

Take the time to analyze how you respond to things, both online and offline. Recently, I posted a new video on cold calling on LinkedIn.

How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team. I often suggest taking a step back before conducting interviews and hiring a new team member. There are a few things you need to do before you proceed with interviews in order to ensure that you hire the right person and create the best team possible.

We're approaching the halfway mark of the year (already!), will you hit your goals? At the beginning of the year, most of us had goals set for the next 12 months. There was a certain excitement in the air and the feeling of "anything is possible" in the minds of many sellers. However, flash forward a few months later, and many of those goals have already fallen by the wayside.

Salespeople notoriously do not follow up with leads that they are working on. They get distracted by new promising leads coming into the pipeline and they forget about the leads they are pursuing. Simply put, they give up too soon. They are concerned about being perceived as stalkers, resulting in the neglection of good leads.