Colleen’s Blog

In today's world, you either decide to be digital or you decide to be dead. What's your choice?

As much as we all wish that each client we work with turns out to be a dream, we often need to come back down to reality and face the facts. There are certain instances where clients simply need to be fired. Sometimes, they're unprofitable. Other times, they're simply too painful to deal with. Whatever the reason may be, getting rid of them should be done carefully and professionally.

Are you blind to the major turnoffs you may be exhibiting to your clients and prospects? Look, your clients will tell you if they think your service is no longer of value to them or if they received poor customer service from one of your reps.

Why are you good? Seriously. Have you asked yourself this question before? Let's face it. Salespeople often come with healthy egos, to put it lightly.

Want more sales? Of course you do. When you ask the typical seller how to create more sales, the mantra is generally to work harder, to grind more, or to double or triple the current efforts.

I have been thinking a lot about pipeline building recently, specifically, a sales rep requirement to not only look short term at the deals within their pipeline that they should be closing, but also to look into the future in order to build the pipeline that they need to close business in the first place.

OutBound is the biggest conference in the sales profession and the only conference focused exclusively on sales prospecting, pipeline, and productivity.