Colleen’s Blog

I have a question for you: do you have a sales prevention department? You most likely do and don't even know it.

Recently, I was on a sales call and the sales directors that I talked to had some interesting things to say that I want to share with you.

If you've been on this website for more than 5 minutes, you know that I love to talk about value. I want you to start thinking about value in four different ways.

Today, I have a challenge for you that you can do over the next week or the next month. Put down your Powerpoints.

Many of you have read a lot of the work we've done on account management. But here's what's really critical about account management.

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

Today, I have a challenge for you. I want you to throw out all notions that all micromanaging is bad because in fact, micromanaging your sales team can be a good thing.

Today, I want to talk to you about a problem that I see many people in our industry make and that is believing that giving your customers more choice is the best thing you can do for them.

Recently, I was speaking at a large conference that was focusing on sustainability and building technologies in the green space. After my presentation, someone came up to me and said, "Colleen, we need to stop focusing on the gloom and doom. We need to start telling people how great our solutions are."

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.