Colleen’s Blog

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?

Is your sales team taking the time to truly understand your customer?

Too many leaders today are still stuck in a “behind the desk” mindset. They fixate on managing data rather than on managing their relationships with people.

As a seller, each day you have a set of tasks that need to be completed. Don't put off your "must-dos."

Want to know my favorite sales question? It's powerful, versatile, and helps you become a better sales leader.

All value-based selling—when done effectively—is about correctly defining the benefits of your product or service based on what matters to your customer. As I like to regularly remind sellers and leaders: the only value that matters is what matters to the client. The better you are at defining this, the better you become at building a broad array of connections that improve your closing ratio.

There’s a disconnect between the future of sales and the current popularity of two-tiered sales structures that include sales development reps (SDRs) combined with field reps. I touched on it in this article: let’s now explore that point in more depth.