Colleen’s Blog

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.

This is an interview supporting the book launch of Millennials Matter. Q: Thanks for joining us today, Danita. Give us a quick overview what you’re seeing and hearing about the importance of millennial salespeople in our companies.

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.

Is your business experiencing wild swings in revenue? This may surprise you, but putting too much emphasis on closing business is actually counterproductive to increasing your revenues. What?! Let me explain.

Firing people is never pleasant. Regardless of your personal relationship with an individual, in a business environment, if a seller is doing more damage than good, it's time to think about their role on your team.

This year has been the year of international travel for me. As I write this I'm on my last overseas trip for the year, kicking off a new project in France. As a sales expert, I watch interactions everywhere, and it's fascinating to see how different cultures interact personally and professionally. Here are some interesting observations:

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.

There has been much debate on my LinkedIn article regarding cold calling. I've discussed it in-depth this year especially, as in 2017 and beyond there are simply more effective prospecting methods available today.

Nothing kills a proposal faster than when you add so much value and so many extra benefits that the client says, " Hey, I don't need this much. This will be too expensive. This company doesn't understand my needs. I'm just going to walk away."