Colleen’s Blog

I recently spoke with a couple of high-performing salespeople about the various accounts we were managing. And one of them told me that he had been calling a particular customer for ten years before he finally got the break he needed to win their business. During one of his sales calls, he realized that he wasn’t just calling a single shop. In actuality, they had 120 locations.

We recently experienced great success with our sales training programs. The customers involved received up to 200 to 400 percent return on investment just a few short months after the program was implemented—not after a year or multiple years, but indeed just a few short months.

Are you properly using business reviews to your advantage? They’re great tools for businesses and salespeople yet they’re often used the wrong way or simply not used at all. Business reviews should be conducted at least once a year, or up to four times a year depending on how important the client is to you. Here are a few things to keep in mind when working with a client during a business review.