Colleen’s Blog

 There are four straightforward sales goals that I would like to share with you. They are simple, effective and will help you set the right targets and keep you on track throughout the year.

Why does team selling work? 

Did you know closing ratios on deals that employ traditional selling methods (e.g., cold calls and direct mail) have not changed since the 1980s? Seriously. They’ve not budged at all since “Eye of the Tiger” was a hit song on the radio. And yet there are still salespeople and team leaders today—four decades later—who remain stubbornly fixated on this entirely outdated way of looking at sales.

I want to highlight three important questions that buyers are asking themselves right now. Knowing how to deal with these three questions will help you attract and retain more customers.

I recently worked with a client on a new program and got the opportunity to interview a few of their sales managers. I wanted to identify what differentiated top performing managers from poor performing managers. There was one aspect, in particular, that stood out.

It’s one of the biggest challenges you face with a new customer: scouting out the landscape of their organization and determining who the decision makers are (and aren’t).

Recently, I talked about customer loyalty and how it’s your job—not theirs—to create ideal conditions for them to stick with you. But what about within your organization? It matters here, too.

Could your organization be giving into certain stereotypes? There are a limitless amount of companies out there seeking to cater to certain generations.