Colleen’s Blog

Many of you are getting ready to go back to work or are already in the field making sales calls. However, some of you are facing an unexpected obstacle: you are ready to see your clients, but they're not ready to see you.

Recently, I explained that video is the new default in how we connect and do business with others now. It’s been a huge, rapid shift. A recent LinkedIn State of Sales report tells us that more than three-quarters of businesses today are holding video meetings far more than before.

I want to share with you a tale of woe.

In this week’s Sales Leader, I explore the importance of being aware and prepared for sales calls.

I want to share with you a real-life success story from one of my clients in the oil and gas industry. He started to embrace non-traditional, social, and remote selling in ways he never had before.

In this week’s Sales Leader, I examine the difference between an objection and a heckle. 

Last year, I finished a project with a client who generated a whopping 1,600% return on investment. How? They shared their wins internally.​

After months of global pandemic responses, including economic shutdowns, everyone has been thrown off balance. The hurt will be here for a while, and as I’ve pointed out in a recent article, resiliency is what you must summon now—not later—to position yourself for the coming recovery.

I want you to think like your competitor. Why? Thinking like your competitor will help you figure out where you're weak and strong in the accounts you’re managing, which can lead to retention and growth activities.

We were taught at a very early age to never make assumptions. However, I still encounter salespeople who make assumptions all the time. I want to, in particular, highlight two tales of woe from clients who I discovered were making damaging assumptions.