Colleen’s Blog

Far too many companies out there simply aren't growing. They're stagnating - once exciting results have been relived quarter and quarter and year after year and they're itching to see greater revenue. Does this sound like you?

You may have noticed an interesting trend that has recently picked up steam. Buyers are looking less for experts (this is not an excuse to NOT be an expert, by the way) and they're increasingly looking for peers. They want someone is equal to them and at the same level as them, even if they hold different titles from the person they're buying from. Here are two important steps you need to consider if you want to be perceived as a peer and build trust with your customers:

How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team. I often suggest taking a step back before conducting interviews and hiring a new team member. There are a few things you need to do before you proceed with interviews in order to ensure that you hire the right person and create the best team possible.

Always be prospecting. Why do I say that? I can tell you that in 25 years of selling, I have never met a sales problem that can’t be solved without good prospecting skills.