Colleen’s Blog

If there's one habit that will make your sales team successful, it's this one. Get your sales team to do this each day.

Today, we're going to talk about something that's profitable and easy to do, yet so few people do it. It's called cross-selling.

In the last year or two, my big, exciting projects have contained a significant coaching element. I know that when a client is engaging with me to help their sales leaders be better coaches, it's going to have a tremendously positive effect on their sales team.

We've talked repeatedly, especially this year, the importance and value of your relationships. At the end of every presentation, call, meeting, or strategy session, the fundamental pillar behind whether or not you create great sales and a thriving organization comes down to your ability to create, maintain and grow your relationships.

It's one of the questions I receive the most often...how can a salesperson overcome those dreaded pricing objections? It's interesting that this comes up so often, because it seems to me that more often than not, most salespeople are looking at pricing objections from the wrong perspective. In fact, these common objections often have nothing at all to do with price! Let me explain.

In my community, there is a very big named sales trainer who came out during a presentation recently and said, "Your job as a sales rep is to push your value proposition hard and often enough until the customer either buys or walks."

You only have a few seconds to make a positive first impression on someone. Let’s face it - within moments of meeting another person we have often already determined whether or not we want to work with them. Here are, what I believe to be, extremely simple steps to creating trust in meeting someone new:

You know and I know that content is king when it comes to B2B selling. Therefore, it doesn't surprise me that a recent study from Curata shows that 71% of companies are investing in content for their marketing and sales teams in order to attract new customers.

Not all clients are created equal. Nor should you be compelled to treat them equally. There’s no law stating you must sell to everyone, or keep servicing clients that are the wrong fit for your business. It’s as fair to say that your business has outgrown some types of customers as it is to say that you have some customers that you should have never brought on in the first place. You know who they are!

I'm doing some research on my new book, Right on the Money, and I found a study from Serious Decisions that said that 67% of all buying is done digitally.