Colleen’s Blog

Are you clear on your prospecting? You're probably familiar with the saying "always be closing."

This week, I want to discuss your pipeline metrics. Our clients are noticing an unstable marketplace and, if you're not paying attention to this instability, it can dramatically change your pipeline metrics and lead to disastrous results.

It’s a friction point that holds you back from achieving sales success: buyer objections. If left unchecked, those objections will stop you dead in your tracks from being able to present a compelling proposal to your prospective customer. And that puts you at risk of landing fewer deals. The more objections a buyer has, the more likely it is you have a fact-finding mission on your hands.

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

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.

It's easy to get wrapped up in shiny new prospecting methods or techniques. But, let's not forget about the basics in sales!

In this week’s Sales Leader, I examine the difference between an objection and a heckle. 

With everything going on the world with coronavirus, remember that it's not time to stop selling!

We're a couple of months into the year and maybe you're behind. Maybe January and February didn't start out as strongly as you would like. It's not the end of the world. In fact, being behind the first quarter of the year is probably the best time to be behind. However, more importantly, you have to do something about it.

Be honest, is your sales team, or are you lacking consistency?