Colleen’s Blog

"How can I sell more?" I hear that question a lot from salespeople everywhere. More often than not, it's framed around a false assumption: the belief that you need to get more to sell more.

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.

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.

More than ever, you need a proven approach to sustain your business now and position it for success in the economic recovery that’s coming. Even with everything difficult that is happening in the world right now, there’s some good news on the business front.

“We didn’t see it coming.” That’s what an exasperated client of mine said to me recently when they lost not one, but two big accounts due to unforeseen internal changes within each customer’s organization.

These days, my clients are concerned about two significant barriers holding them back from hitting their sales targets. You’re likely facing these as well.

Where is your sales prevention department? You may have one without knowing it!

I've been working on numerous consulting projects recently, and I’m incredibly frustrated with clients who lost business for no other reason than they didn't see it coming.

Your greatest sales success will come when you stop using seller-focused pipelines in your sales process. As I explained in the previous article in this series, that old approach—while still common—is mired in assumptions that simply aren’t true anymore.

Do members of your sales team freeze up at this key moment?