Colleen’s Blog

Some sellers (erroneously) believe that they should be attempting to sell to anyone and everyone. This is, counterintuitively to some, an excellent recipe to create a disaster.

We can talk about methods, strategies, and tactics until we're blue in the face. But, the truth is, your sales team won't be as effective as they can be if they don't have the daily habits in place to create consistent sales results.

We all strive to be perfect. But, there's a problem with perfection. Interestingly enough, most of us know that it's an unrealistic ideal to live up to.

Selling has changed. Markets have changed. Buyers have changed. Therefore, advice to sellers must change. Sadly, too many training programs have been slow to adapt, and are still teaching skills from "days of yore." Here are the top 5 unprofitable skills that are still floating around:

As a sales professional, you have the privilege of coming into contact with a variety of different people and personality types.

Not all sellers who are behind on their sales targets should be terminated. But, any seller who is behind and uncoachable should be terminated immediately.

There's a right way and a wrong way to handle objections. Let's start with the wrong way.

There is absolutely a difference between how top sellers interact with people, compared to how mediocre or poor sellers interact with people.

I have a challenge for you, ditch your powerpoint. Do this for the next week, or even the next month. Wondering why?

I have a question for you. Do you really know where your revenue comes from? Most businesses can probably answer that question pretty quickly. It's obvious, right? Not so fast.