Colleen’s Blog

While striving for success, it's important that you don't forget about your accomplishments!

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.

The best sellers and organizations know how to effectively use operational value to their advantage.

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.

Have you given sufficient thought to building confidence in your sales team?

I've been working on numerous consulting projects recently, and I’m incredibly frustrated with clients who lost business for no other reason than they didn't see it coming.

As a seller or a sales leader, are you using the wrong approach to a sales presentation?

Make no mistake about it. Right now, you must be micromanaging your metrics.

Your greatest sales success will come when you stop using seller-focused pipelines in your sales process. As I explained in the previous article in this series, that old approach—while still common—is mired in assumptions that simply aren’t true anymore.

Have you considered the power behind being ubiquitous in your industry?