Colleen’s Blog

Someone once said that everything old will become new again eventually. Recently, I read some research in Forbes Magazine that talks about how in 2018, one of the biggest trends for B2B sales lead generation is going to be live events.

I want to talk to you about how to kick off this year by having your best first quarter yet. One of the ways we have to do that is to get really focused on three things. Brought to you by the Adobe Document Cloud.

Your buyers want to co-create the solution to their problem with you and be part of the solution process as opposed to being told what to do.

A big mistake that I see sellers and companies make at the end of the year is failing to not plan for the new year. We get caught up in trying to close every single deal we can to accelerate way past our goals that we forget that January is just around the corner.

A lot of work in the sales process focuses on handling objections. I'm going to make this simple for you and give you three steps that will help you handle just about any objection that you come across.

I want to focus on what's on the top of my mind, which is the end of the year for many of my clients. Right now, we're moving towards the end of the calendar year, but the strategy that I want to talk about can and should be done every single month and quarter.

Today, I really want to focus on sales leaders for this strategy. Specifically, any sales leader who has a team who needs to set targets or an individual who sets their own targets such as a business owner or an individual contributor.

It's that time of year again. How do we finish the year strong and at the same time, how do we start ramping up for next year?

I've been spending a lot of time talking about reducing labor in sales. In fact, we had a blog post about it a few weeks ago as well as a Facebook Live video.

A few weeks ago, I ran a Facebook Live video and we talked specifically about tactics and strategies to sell in a crowded marketplace. One strategy that came up that was so important to anyone who was watching was the concept of frequency and reach.