Colleen’s Blog

I've said it before and I'll say it again. Cold calling is nothing more than desperation selling.

Have you ever wondered what makes you and your business more interesting to your prospects and clients? It isn’t hourly updates on social media or a picture with a celebrity. In fact, what makes a business more interesting to prospects often eludes most business owners.

I have a question for you. Do you really know where your revenue comes from? Most businesses can probably answer that question pretty quickly. It's obvious, right? Not so fast. Recently, we've been involved in a very large sales reorganization. There are three sales teams, a channel sales team, a field sales team and an inside sales team. It was always assumed that the field sales team was the main revenue engine. After all, they were the ones going out, finding leads and closing business. But, we uncovered something interesting...

Based on my work over the last year, I've identified 6 top reasons that I see sales teams fall short of their full sales potential. Could you be making the same mistakes? If you are, I would highly suggest course correcting and updating your processes.