Colleen’s Blog

The best behavior that you can exhibit in order to retain the vast majority of your customers is a healthy sense of paranoia.

Sales leaders ask me all the time about how to make their sales team take accountability, or hold them accountable, for the set goals. I have to remind them that it's very hard for anyone to want to be accountable for someone else's goals.

I recently got back from a vacation in Japan and from that experience, I started to think about why I love going there in the first place. What draws me there? What sales lessons can we learn?

How many of you have been asked to do less work than you did last year? No one has ever been asked that. Even my clients in shrinking markets are asked to do more sales. This is what's expected from salespeople.

You no longer have an ideal buyer. You have to throw out the notion that there's a single person inside your organization that makes the buying decisions.

Most of my clients have a practice where they do quarterly business reviews with their best customers. This is something that I advocate as a best selling practice for key account management.

In my line of work, I've noticed that the vast majority of sellers don't prepare for sales calls and leave opportunities on the table.

Someone once said that everything old will become new again eventually. Recently, I read some research in Forbes Magazine that talks about how in 2018, one of the biggest trends for B2B sales lead generation is going to be live events.

I spent a couple of days this week with a client rebuilding their sales process and specifically, helping them define what the qualifications, needs, and solutions portion of their sales process is.

I want to talk to you about how to kick off this year by having your best first quarter yet. One of the ways we have to do that is to get really focused on three things. Brought to you by the Adobe Document Cloud.