Colleen’s Blog

Do your team members possess the key trait for sales success? People are always asking me what they think the number one personality trait of a successful salesperson should be.

It’s a fact. Gartner’s recent market research confirms that virtual selling (and buying) are entrenched in how people want to do business now.

I don't know a single sales leader who finds hiring great new talent to be particularly easy. So, what's the solution?

This week, I want to discuss your pipeline metrics. Our clients are noticing an unstable marketplace and, if you're not paying attention to this instability, it can dramatically change your pipeline metrics and lead to disastrous results.

The best product in the world won't save the day if your sales reps are delivering flat presentations.

There's a step that's commonly missing in account management planning. Do you know what it is? Many strategies look like this:

“What do I do when my long-time customer calls me and says they want to renegotiate a deal we’ve reached previously?” I get asked that a lot by sellers and business leaders…especially these days.

Nothing causes you to lose a sale more than being out of sync with your buyer when it comes to your sales process. Thus, how do you prevent that? Create a buyer-verified pipeline.

Are you harnessing the power of change? Change is often associated with pain, discomfort, and all sorts of other negative feelings. But, it can actually be the biggest driver of success in your sales.

It can feel like a big, scary problem when your customer starts demanding you renegotiate terms and prices on an existing agreement you have with them. But, it doesn’t have to be that way. As a sales leader, there are steps you must take to ensure you remain in the driver’s seat in challenging situations like this—no matter what.