Colleen’s Blog

There’s a disconnect between the future of sales and the current popularity of two-tiered sales structures that include sales development reps (SDRs) combined with field reps. I touched on it in this article: let’s now explore that point in more depth.

I recently spoke with a couple of high-performing salespeople about the various accounts we were managing. And one of them told me that he had been calling a particular customer for ten years before he finally got the break he needed to win their business. During one of his sales calls, he realized that he wasn’t just calling a single shop. In actuality, they had 120 locations.

Today, we're going to focus on closing. This is the most often missed part of the sales cycle and it's critical that you ask for the sale to close.