Colleen’s Blog

Helicoptering behaviour: it isn't just limited to parenting. It's a real problem in the workplace today. And it's especially damaging in sales organizations.

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!

Getting sales calls returned is almost always on a salesperson's mind.

Years ago, I was at a large gathering of CEOs: all sharp thinkers who want to see their companies grow. While I'd been invited to address their forum to talk about the sales process, what many of them really wanted to ask me about afterwards was where they fit in that process. Specifically: do CEOs need to get involved in selling, and if so, when?

When salespeople are stuck or in a slump, many of them tend to...wait. That’s right. Far too many sellers just wait for things to get better.

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

Too many salespeople fail to follow up, and often, it's because they don't have a follow up schedule that works.

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.

There’s a menace in your sales territory today. It’s one that can drain your resources, rob you of your time, lay waste to your sales targets, and sink the morale of your entire sales team…effortlessly.