Colleen’s Blog

It's time to forget about the idea of an "ideal buyer." That's right, forget about it. Times have changed.

Want to know two things that never go together when it comes to salespeople? Low confidence and high sales results. Seriously, have you ever seen a sales rep who sulks in the corner all day, talks about how tough it is to make sales, lacks overall self-esteem but simultaneously still manages to be the top performer in the company? Suffice to say that's a rhetorical question. It simply doesn't happen. Methods and strategies are great, but are you focusing enough on your sales team's confidence level?

I'm going to share a quote with you that a client recently reminded me of that I used to say all the time. 

Sorry, your customers don't want to partner with you. In fact, they hate partnering with you.

Recently, I was on a sales call and the sales directors that I talked to had some interesting things to say that I want to share with you.

If you've been on this website for more than 5 minutes, you know that I love to talk about value. I want you to start thinking about value in four different ways.

Today, I have a challenge for you that you can do over the next week or the next month. Put down your Powerpoints.

Many of you have read a lot of the work we've done on account management. But here's what's really critical about account management.

Not hearing back from prospects? Waiting by your phone, hoping it will ring? Being ghosted by prospects can be frustrating, but here's what you can do about it.

Sales lessons are all around us. Often, I keep a keen eye out for new experiences, for the very purpose of sharing what I learned with you! Here are some of the thoughts I'm having right now which could benefit you: