Colleen’s Blog

We're approaching that time of year. And while this year will likely look much different than any year in recent memory, here are some client gift giving ideas to keep in touch with your customer base.

Strategic pivots can help you during these times.

After months of global pandemic responses, including economic shutdowns, everyone has been thrown off balance. The hurt will be here for a while, and as I’ve pointed out in a recent article, resiliency is what you must summon now—not later—to position yourself for the coming recovery.

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.

Today's global pandemic is an extraordinary public health crisis. As we get past the immediate challenge of doing what's necessary and wise to stay well and safe, the next big question is: "What must I do to keep going professionally?" Answer that by looking at the best practices of top sales leaders. The wisdom there is timeless. It applies to every tough situation—including this one. 

Over the last 12 to 16 months, I have been working with clients to help them implement a new sales methodology. And I'm telling you we have come up with a magic formula for implementation accountability and producing great results. This entails a bi-weekly 30-minute sales meeting that’s focused on one narrow skill area that you want your salespeople to accomplish and master.

I often get bombarded with questions from overwhelmed salespeople and sales managers on how to manage their time effectively given everything they have to do in a day.

My very favorite question in all of selling is simply, "Why?" Why do I like it so much? There are a number of reasons. 

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

I’ve recently been involved in a pilot coaching project with a large organization where we are teaching their sales managers how to coach. These sales managers have been incredibly effective with their coaching and getting their teams to accelerate results.