Colleen’s Blog

In an endless ocean of sellers that are often selling similar products and services, making your business or organization stand out is of the utmost importance. Being seen as a thought leader is, in today's world, one of the best ways to not only differentiate yourself from everyone else, but to have buyers chasing after you instead of the other way around.

I've seen it happen over and over again - chances are one or more of your team members are guilty of doing this too... Picture this, you have a prospect that is interested in your product or service. It seems that bringing them on board as a new client is more or less a done deal. Your rep continues to sell to them anyway. They keep piling on and highlighting features and value that your prospect doesn't necessarily even need. The prospect begins to back off, they go from being interested and engaged to hesitant. The prospect decides they need to think about the decision...you never hear from them again. What happened? The sales rep fell into the "oversell trap" and lost a potential client as a result.

We're now well into Q2. Are you ready to help your team accelerate their success? I’ve been working with organizations and helping transform their sales teams for the last year. In all cases, these are companies looking to grow faster than the market and at an accelerated pace than their current growth path. Here are their keys to success:

You cannot grow your business with a particular client if you're relying on a singular point of information. Growth comes from not only the quality of contacts, but also your quantity of contacts in a particular organization. If members of your sales team are not diversifying their contacts within an organization, it's time that you ask them to start doing so. The truth is, your team needs to be increasing their engagement or "infiltration" with their clients if you have any hopes of growing your business within your existing customer base. What's the best way to begin practicing this? Start building an organizational chart. When a member of your sales team meets with a buyer, either in person or on call, get them to ask this one simple question: