Colleen’s Blog

I want to share with you a real-life success story from one of my clients in the oil and gas industry. He started to embrace non-traditional, social, and remote selling in ways he never had before.

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

Sometimes, it's OK for your business and sales not to grow. You read that right.

Last year, I finished a project with a client who generated a whopping 1,600% return on investment. How? They shared their wins internally.​

I want you to think like your competitor. Why? Thinking like your competitor will help you figure out where you're weak and strong in the accounts you’re managing, which can lead to retention and growth activities.

I had numerous conversations with sellers over the past weeks who were worried about being laid off, fired, the business shutting down, or the consolidation of departments. In particular, they asked me what they could do to keep their job.

If you have been listening to me or following my work for any length of time, you know that I consistently implore and demand that you start asking for the sale more. In fact, we know that this is why so many deals and opportunities do not get closed. 

A client once reported to me that the work we did with them last year is creating 35% more revenue to the company than it did in previous years. Now that's an exceptional result, but rather than just giving myself a pat on the back, I just hired him to sit down and dissect what we did for them so that I could let you know how to get the same results. I realized it was three basic things.

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.

The very best reps I know own their territories as if it were their own business. They plan for success in those territories proactively, rather than just taking whatever comes their way, crossing their fingers, and hoping for success.