Colleen’s Blog

Could your sales team be forgetting about this crucial step?

Sitting in on sales coaching calls is one of the most thrilling aspects of my work. This is because I get to see in real-time what really informs the organization.

Building a connection with your clients is important. Have you ever wondered where you stand with one or more of your clients?

It occurs in just about every business and it’s happening a lot now: the dreaded call from a buyer who says they need to renegotiate the terms of an agreement you have with them.

Good deals get stuck when you lack access to the right people to successfully close a sale.

This week, I want to explore sales goals. I know we all have them. Our companies set them for us, our leaders set them for us, and perhaps you set some for yourself.

Today, your customer sees you—the seller—before you see them. That means we no longer live in a sell-to marketplace. It’s a buy-from world now. That shift has important consequences for how sales pipelines are built and what you use them for.

It’s a friction point that holds you back from achieving sales success: buyer objections. If left unchecked, those objections will stop you dead in your tracks from being able to present a compelling proposal to your prospective customer. And that puts you at risk of landing fewer deals. The more objections a buyer has, the more likely it is you have a fact-finding mission on your hands.

Changing your buyer's mindset can be very powerful.

This week, I want to examine the power of video meetings. Now, I'm not saying that you're going to replace all of your in-person meetings, but a fraction of them need to be on video because of two important statistics that have come to my attention.