Colleen’s Blog

Sorry, your customers don't want to partner with you. In fact, they hate partnering with you.

Not hearing back from prospects? Waiting by your phone, hoping it will ring? Being ghosted by prospects can be frustrating, but here's what you can do about it.

There was an expression that I heard years ago from Alan Weiss, where he said, "Generalize and thrive."

This is a great way to frustrate your prospects. Have you ever been excited to call a brand and inquire about their services, only to have a horrible experience?

I've been thinking a lot about the state of sales, especially its state in the future. Here are some of my predictions and musings.

I've been working with a business owner who's been struggling with the concept of accountability because she just doesn't want to fire people for not hitting their goals or penalize them for not doing the things she wants them to do.

It goes without saying, but sales can be one of the most stressful professions out there, period. Your sales team is constantly feeling the pressure of hitting targets, keeping clients happy, ensuring the delivery of what was promised, and the list goes on. There can, as a result, be a natural tendency for sales professionals to "oversell" in an attempt to close more deals and hit their targets.

This common error costs more sales than most sales leaders are willing to admit. Here's the thing, you could possess the most talented sales team in the world, equipped with sales reps who know how to ask the right questions, overcome objections, negotiate effectively and it will still do you no good if these reps don't ask for the sale. Why then, are so many sales leaders being nonchalant about the fear of asking for the sale? This doesn't have to be a matter of intimidation!

We can discuss sales strategies, ideas, tips and methods to no end. However, at times even the best salesperson struggles to achieve results not because of a weak strategy, but because of little to no focus on their productivity. Let’s cut to the chase. The best way to get your team to achieve true productivity in their work day is to get them to cut off all inbound access. Now, before your jaw drops too low, let me clarify...

How many of you have been asked to do less work than you did last year? No one has ever been asked that. Even my clients in shrinking markets are asked to do more sales. This is what's expected from salespeople.