Colleen’s Blog

There's still time for you to make the most of the time you have.

Strategic pivots can help you during these times.

We were taught at a very early age to never make assumptions. However, I still encounter salespeople who make assumptions all the time. I want to, in particular, highlight two tales of woe from clients who I discovered were making damaging assumptions.

What are you doing to prepare for reopenings?

As you almost certainly, in some format, have adjusted your day-to-day schedules and routines, be sure to keep track of what's working.

As a sales professional, you have the privilege of coming into contact with a variety of different people and personality types.

Silence is one of the simplest things a seller can learn to do, but it is the most difficult for them to execute in the sales process effectively.

As we inch closer to the new year, I wanted to discuss the best way to end the year.

   Here’s an idea for all of you planning your sales kickoffs or big sales meetings with all of your team present: rather than just having a number of outsiders come in and talk about their motivational, sales, or consulting principles, have somebody come in and interview your top performers.

   A few months ago, I was privileged to be invited to a seminar hosted by Gartner featuring a small group of top level thought leaders in sales. There were about six of us around the table and we got a preview of Gartner's research that they were rolling out at their sales summit later in the year. We assessed and discussed the research—in particular, how it applied to our clients.