Colleen’s Blog

I spent a couple of days this week with a client rebuilding their sales process and specifically, helping them define what the qualifications, needs, and solutions portion of their sales process is.

I want to talk to you about how to kick off this year by having your best first quarter yet. One of the ways we have to do that is to get really focused on three things. Brought to you by the Adobe Document Cloud.

I want to have a quick conversation with you about something that often doesn't get discussed when we're talking to sellers, top performers, and sales leaders. It's a mandatory discussion that we have to have on a regular basis.

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.

A lot of work in the sales process focuses on handling objections. I'm going to make this simple for you and give you three steps that will help you handle just about any objection that you come across.

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.

It's that time of year again. How do we finish the year strong and at the same time, how do we start ramping up for next year?

Recently, I've been working with a lot of financial selling professionals. This particular group was whining to me that they used to ask for referrals all the time, but they were terrible. They got referrals from people that they didn't want to do business with, who weren't a good fit, etc. At that point, they had just given up and thought that referrals don't work.

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."