Colleen’s Blog

Salespeople notoriously do not follow up with leads that they are working on. They get distracted by new promising leads coming into the pipeline and they forget about the leads they are pursuing. Simply put, they give up too soon. They are concerned about being perceived as stalkers, resulting in the neglection of good leads.

When it comes to buyer behaviour trends in the marketplace, I'm noticing—with research and my clients—that more and more buyers are utilizing social media to help them make decisions about products and services that they're buying in the B2B marketplace. I've seen some studies that illustrate that it's up to 85%. However, whether it's 50%, 60%, or 85% in your marketplace, you cannot ignore this trend.

Today, I will highlight what I've discovered about making training work—making it work in a way that you get and a way that will yield the highest ROI from your sales training dollar.

I was working with a CEO and his management team recently and the CEO said, "If you're batting 300, you would be in the hall of fame." It was a great reminder to salespeople that we don't win all the business.

One thing that I know all top performers have in common is that they're really good at self-assessing such as asking questions on what they did well on.

Could trying something new grow your sales? 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!