Colleen’s Blog

As a sales professional, you have the privilege of coming into contact with a variety of different people and personality types.

The very best reps I know own their territories as if it were their own business. They plan for success in those territories proactively, rather than just taking whatever comes their way, crossing their fingers, and hoping for success.

I want you to throw out the concept of an ideal buyer. They just don't exist anymore.

Not all sellers who are behind on their sales targets should be terminated. But, any seller who is behind and uncoachable should be terminated immediately.

Over the last 12 to 16 months, I have been working with clients to help them implement a new sales methodology. And I'm telling you we have come up with a magic formula for implementation accountability and producing great results. This entails a bi-weekly 30-minute sales meeting that’s focused on one narrow skill area that you want your salespeople to accomplish and master.

There's a right way and a wrong way to handle objections. Let's start with the wrong way.

I got a request the other day from sales reps who were looking to better themselves. Specifically, they asked me what they should be reading as sales reps. 

I often get bombarded with questions from overwhelmed salespeople and sales managers on how to manage their time effectively given everything they have to do in a day.

Quarterly business reviews are essential for understanding potential growth with existing customers, retention issues and future opportunities. They are just as crucial for troubleshooting where sales performance isn’t meeting expectations, as well as for measuring the return on investment your client is receiving for the work you do together. Get serious about doing this analysis.

My very favorite question in all of selling is simply, "Why?" Why do I like it so much? There are a number of reasons.