Colleen’s Blog

I just got back from rolling out a program in a part of the world that I've never worked in before. So, when a seller said, "Colleen, our market is different", I wanted to listen to make sure I understood where they were coming from.

There's an expression floating around these days that I love: corporate promiscuity. What exactly is that and how does it relate to us as sales leaders?

Want more sales? Of course you do. When you ask the typical seller how to create more sales, the mantra is generally to work harder, to grind more, or to double or triple the current efforts.

I have been thinking a lot about pipeline building recently, specifically, a sales rep requirement to not only look short term at the deals within their pipeline that they should be closing, but also to look into the future in order to build the pipeline that they need to close business in the first place.

OutBound is the biggest conference in the sales profession and the only conference focused exclusively on sales prospecting, pipeline, and productivity.

You could be the world’s greatest salesperson selling the world’s best product, but if you can’t connect with your prospects, will your sales results reflect your expertise? If you can’t open a dialogue with prospective buyers, it becomes very difficult to sell a product or service!

Recently, I was overseas coaching a group of sales managers from the Middle East and one of them had a great question. He asked, "Colleen, how do I coach someone through ego?"

It is common for me to get questions like, "How do I get my sellers to reach their sales goals?" Here's my answer.

Today, we're going to talk about something that's profitable and easy to do, yet so few people do it. It's called cross-selling.

In the last year or two, my big, exciting projects have contained a significant coaching element. I know that when a client is engaging with me to help their sales leaders be better coaches, it's going to have a tremendously positive effect on their sales team.