Colleen’s Blog

It can feel like a big, scary problem when your customer starts demanding you renegotiate terms and prices on an existing agreement you have with them. But, it doesn’t have to be that way. As a sales leader, there are steps you must take to ensure you remain in the driver’s seat in challenging situations like this—no matter what.

Could your sales team be forgetting about this crucial step?

Sitting in on sales coaching calls is one of the most thrilling aspects of my work. This is because I get to see in real-time what really informs the organization.

It occurs in just about every business and it’s happening a lot now: the dreaded call from a buyer who says they need to renegotiate the terms of an agreement you have with them.

Amongst your sales efforts, don't forget to grow your current accounts!

Have you given sufficient thought to building confidence in your sales team?

Where is your sales prevention department? You may have one without knowing it!

Make no mistake about it. Right now, you must be micromanaging your metrics.

Your greatest sales success will come when you stop using seller-focused pipelines in your sales process. As I explained in the previous article in this series, that old approach—while still common—is mired in assumptions that simply aren’t true anymore.

The most successful organizations I work with right now are nimble. That means they are quick to conduct meetings and action important ideas. If you want to successfully come out of the economic crisis, you have to embrace nimbleness.