Colleen’s Blog

Turnover, specifically sales rep turnover hurts your business. How do I know this? I've worked with clients who have suffered some devastating losses because of sales rep turnover.

Recently, I have been coaching a number of sales leaders in professional services firms. They've all been complaining to me that their teams are complaining about a lack of results with traditional outbound calling techniques.

You no longer have an ideal buyer. You have to throw out the notion that there's a single person inside your organization that makes the buying decisions.

Last year, I was at an extended leadership team meeting for one of my best clients.  We introduced a quick concept to his sales managers around account management and proper account planning.

Most of my clients have a practice where they do quarterly business reviews with their best customers. This is something that I advocate as a best selling practice for key account management.

Most times, companies, marketing departments, executives, and even sales teams create value statements without understanding the value they can bring to the customer.

I am sick of sales managers complaining about their top sellers not being team players.

I want to build on the tips that I discussed with you last week about the sellers that you should not hire. Something that remains true is that we want to hire sellers who are well connected and back in the day, that meant that we hired sellers for their Rolodex.

Someone once said that everything old will become new again eventually. Recently, I read some research in Forbes Magazine that talks about how in 2018, one of the biggest trends for B2B sales lead generation is going to be live events.

I don't know how many of you visit my LinkedIn profile page, but I encourage you to go there because there's a really active conversation going on around a number of my posts.