Colleen’s Blog

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!

These days, my clients are concerned about two significant barriers holding them back from hitting their sales targets. You’re likely facing these as well.

Decision paralysis is a real thing. It's when your buyers are so overwhelmed with information that they can't make a decision. Best case, they simply delay. Worst case, they cancel the project, spend their money on something else, or they just go with the incumbent. Neither of those options are good for any of us, especially when you're the incumbent.

I was surprised when one of the clients I’ve been working with for close to 10 years asked me to discuss referral selling for a sales roundtable I was going to facilitate for them. I was surprised because this client is exceptional at what they do: millions of dollars in services and their top salespeople are constantly hitting records.

When I ask sales teams what's the number reason why their pipeline isn't more full—how come they're managing a pipeline so lean it's going to be impossible for them to hit their targets—they give me an excuse. They abdicate responsibility, claiming that their marketing department has not provided them with enough leads. You have to be responsible for your own pipeline.

Sales velocity is incredibly important because it is the measure of revenue that you bring in per person each day. It's a great indication of the future success or the gap you are creating based on a variety of key measures.