Colleen’s Blog

Despite changes to our selling marketplace, too many sales professionals are rooted in beliefs about customer engagement that simply aren't true. That's why today, I'm going to dispel the three big sales engagement myths.

I recently completed a number of studies regarding sales leaders and their salespeople. And one element that keeps resurfacing is that their salespeople are reporting that they want their leaders to be more solutions-oriented. When I examined this closely to determine what that specifically meant, I discovered salespeople want—during a coaching session or sales meeting—the sales leaders to help them solve their problems.

Time-based branding makes it as easy as possible for your customer to find you and buy from you. Get this right and you will unlock new growth in even the most competitive of marketplaces.

Every time your customer makes a buying decision, they deal with risk. They ask: “What if I make a mistake? What if things don’t work out? Can I be sure I’m making a good choice? What’s the cost of failure?”

A recent study from Rosetta showed that engaged and satisfied buyers are 50% more likely to reorder, spend 200 times more than the average customer per year and they display brand loyalty 5 times higher than any other buyer.