Colleen’s Blog

No one in sales has an unobstructed 360-degree view of their relationship with their customers. Nobody. Not even top performers.

The days of the "ideal buyer" have gone the way of the dinosaurs. So has the routine sales pitch.

There isn't a buzzword out there today that's more dated than the notion of you being in "partnership" with your client. The fact that it's still used so irritatingly often in business today should give you serious pause.

"Why aren't we just doing what our biggest competitor is doing?"

"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.

It used to be that buyers needed to know you first before they could trust your product. Today the reverse is true.

If you travel a lot with work—as I do—it exposes you to a much wider variety of ways that people experience the world around them. But travelling can also make us keen observers of human beings and how they do business with each other.

A short time ago in the B2B field, buyers were unaware of who sellers were until we called them.

There has been no greater impact on B2B sales in the last decade than the online consumer-buying process.