Colleen’s Blog

You know and I know that content is king when it comes to B2B selling. Therefore, it doesn't surprise me that a recent study from Curata shows that 71% of companies are investing in content for their marketing and sales teams in order to attract new customers.

I'm doing some research on my new book, Right on the Money, and I found a study from Serious Decisions that said that 67% of all buying is done digitally.

A few weeks ago, I had a rousing discussion on LinkedIn about the downside of pushing too hard as I recently did a Facebook Live video about pushing hard until the end of the year.

A couple of weeks ago, the Engage Selling Facebook page hosted one of my Facebook Lives. During that video, we talked about pushing through to the end of the year and making sure that you either hit your goals or exceed past them.

Last week, we started talking about trends in the marketplace. Another trend that we are spotting inside corporations is that the buying process is becoming more collaborative than ever.

I think it's fair to say that our buyers are busier than ever before because we're in a virtual employment situation. In fact, studies are showing that this is the first time in our lifetime that we've had more job openings than people looking for work.

Did you know that customers that receive an exceptional customer experience are 80% more likely to reorder than those who have a subpar experience?

Recently, I have been working with a lot of professionals where selling isn't their primary role. These may be account managers, recruiters, engineers, or project managers. They all have a mandate to do sales, but it's not their primary job nor do they like it very much as that's not the reason they got into the business.

A recent study from Rosetta showed that engaged and satisfied buyers are 50% more likely to reorder, spend 200 times more than the average customer per year and they display brand loyalty 5 times higher than any other buyer.

I have a question for you: do you have a sales prevention department? You most likely do and don't even know it.