Colleen’s Blog

You may have noticed this interesting trend... Lost deals tend to be the same ones that stagnate during the proposal phase.

I often get a number of questions from clients about sales productivity enhancements: how do we sell more in less time, how do we bring our sales ratios down, how do we bring our closing speed down, or how do we bring our average order size up? There is one way to achieve all of those: through engagement.

Today, I will highlight what I've discovered about making training work—making it work in a way that you get and a way that will yield the highest ROI from your sales training dollar.

This year, my team and I have had the pleasure of working on some really interesting projects.

When professionals in virtually every industry think about "compensation" - especially when it comes to structuring compensation plans, rarely is anything but a dollar sign considered. Yet, there's another powerful way to provide commissions to your sales team, and you're likely overlooking it or underestimating its power and value.

Haven't I said this before? Today I attended the Salesforce for Sales keynote. Thanks to the Sales Cloud team, Tim Clarke specifically for the great VIP Seating. I have to admit, I sometimes fall into that grizzled, jaded, old sales vet mode, and think, "come on! Do we really need all this new fanged technology to sell?" The answer is no. Unless, of course, you want to sell more in less time with greater ease and with more profit. In that case, the answer is absolutely yes! Teams need to be equipped with mobile technology, and a fully functioning CRM. <--- Click to Tweet I would also encourage you to consider the following technologies that are proven to increase conversion rates:

It was a gorgeous day in San Francisco today and another busy day at Dreamforce! I spent the day with Adobe in the Adobe Sign Signature Lounge shooting video and talking to people about the future of sales.  You can check out my Facebook live interview with Joe from Adobe here. The message about community obviously resonated with people as it's had over 1.5k views today. We started our conversation about creating customer experiences. I believe that customers and employees want to experience a community. Dreamforce is an example of a customer experience community that we should all strive to emulate. Dreamforce is a community where: