Hire Right – Fire Fast!
Stop hanging on to poor sales performers! It’s becoming increasingly apparent to me that sales leaders hesitate far too much when it comes to getting rid of their dead weight. …
Managing Change is the Secret to Unlocking Value | Sales Strategies
When we’re making a sale, we’re asking someone to make a change—a change in business, strategy, software, people, or products. However, more importantly, change is difficult. If you start thinking …
Over-Communicate Your Way to Increased Sales | Sales Strategies
Whether it’s a prospect or a client you’ve been doing business with for years, you need to over-communicate, not under-communicate. Far too many sellers believe that no news is good …
Use Team Selling to Fend Off the Competition | Sales Strategies
Years ago, I had a client based in Northern Europe and they were a ships services company. Their sales VP told me, “Colleen, we have a long and proud history …
I Have No Patience for Reps Who Don’t Use CRM | Sales Strategies
I was recently with a group of sales leaders and one of them admitted that he had sales reps who didn’t use CRM. And this sales leader was from a …
Not Taking Time Off Is a Warning Sign | Sales Strategies
I was recently talking to a sales rep who told me he had not taken a vacation in 5 years. I could tell by the tone of his voice that …
