Colleen’s Blog

As the post-pandemic landscape continues to reveal itself in today’s marketplace, price increases are a defining characteristic…and a pain point for many of us. In some markets, these increases are incremental bump-ups. But in others, the spikes are meteoric, due in large part to ongoing complications in the global supply chain.

I was working with a group of high performing salespeople years ago—well before the pandemic. And one of them was whining and complaining to me about how he was losing all of his business to the competition. The competition was crushing him on price and all of his customers were price-sensitive. Everything was coming down to pennies on the dollar, resulting in him losing business.

It’s a fact. Gartner’s recent market research confirms that virtual selling (and buying) are entrenched in how people want to do business now.

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.

The best product in the world won't save the day if your sales reps are delivering flat presentations.

Hiring the right salesperson for your team can be a hassle. They can have all the right experience, results, and seem like an ideal fit during an interview.

How often does your sales team take the time to reflect?

Nothing causes you to lose a sale more than being out of sync with your buyer when it comes to your sales process. Thus, how do you prevent that? Create a buyer-verified pipeline.

Are you harnessing the power of change? Change is often associated with pain, discomfort, and all sorts of other negative feelings. But, it can actually be the biggest driver of success in your sales.

It can feel like a big, scary problem when your customer starts demanding you renegotiate terms and prices on an existing agreement you have with them. But, it doesn’t have to be that way. As a sales leader, there are steps you must take to ensure you remain in the driver’s seat in challenging situations like this—no matter what.