Colleen’s Blog

Ten years ago, I was working with clients where we were focused on their business as a speciality item. One of the biggest banks in the world was one of my clients at the time and they were losing business to niche specialists.

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.

Last month, I was working with a client who told me that a core group of their targeted market was interested in speed because whoever gets there the fastest will win the business, regardless of price.

I just got back from rolling out a program in a part of the world that I've never worked in before. So, when a seller said, "Colleen, our market is different", I wanted to listen to make sure I understood where they were coming from.

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.

Could trying something new grow your sales? Working with so many different clients across a variety of industries really opens your eyes to new ideas, strategies and insights. I'm always open to embracing fresh new thinking!

There's an expression floating around these days that I love: corporate promiscuity. What exactly is that and how does it relate to us as sales leaders?

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.