Colleen’s Blog

It’s a fact. Gartner’s recent market research confirms that virtual selling (and buying) are entrenched in how people want to do business now.

This week, I want to discuss your pipeline metrics. Our clients are noticing an unstable marketplace and, if you're not paying attention to this instability, it can dramatically change your pipeline metrics and lead to disastrous results.

“What do I do when my long-time customer calls me and says they want to renegotiate a deal we’ve reached previously?” I get asked that a lot by sellers and business leaders…especially these days.

Nothing causes you to lose a sale more than being out of sync with your buyer when it comes to your sales process. Thus, how do you prevent that? Create a buyer-verified pipeline.

It can feel like a big, scary problem when your customer starts demanding you renegotiate terms and prices on an existing agreement you have with them. But, it doesn’t have to be that way. As a sales leader, there are steps you must take to ensure you remain in the driver’s seat in challenging situations like this—no matter what.

"Why aren't we just doing what our biggest competitor is doing?"

Could your sales team be forgetting about this crucial step?

Sitting in on sales coaching calls is one of the most thrilling aspects of my work. This is because I get to see in real-time what really informs the organization.

It occurs in just about every business and it’s happening a lot now: the dreaded call from a buyer who says they need to renegotiate the terms of an agreement you have with them.

This week, I want to explore sales goals. I know we all have them. Our companies set them for us, our leaders set them for us, and perhaps you set some for yourself.