Colleen’s Blog

Salespeople notoriously do not follow up with leads that they are working on. They get distracted by new promising leads coming into the pipeline and they forget about the leads they are pursuing. Simply put, they give up too soon. They are concerned about being perceived as stalkers, resulting in the neglection of good leads.

When it comes to buyer behaviour trends in the marketplace, I'm noticing—with research and my clients—that more and more buyers are utilizing social media to help them make decisions about products and services that they're buying in the B2B marketplace. I've seen some studies that illustrate that it's up to 85%. However, whether it's 50%, 60%, or 85% in your marketplace, you cannot ignore this trend.

Today, I will highlight what I've discovered about making training work—making it work in a way that you get and a way that will yield the highest ROI from your sales training dollar.

The number one question I get from sales leaders: how do I get my sellers to ask for more referrals? Sellers are notoriously bad at asking for referrals in a business to business environment because it makes them sound needy, helpless, or desperate. How do we rectify this fearful mindset?

Ultimately, your clients are looking for solutions to their obstacles or problems. The perfect solution presentation follows a series of steps to help facilitate this. You never want to present solutions to a client without being strategic!

There's the competition you're thinking of, and there's the competition that might be flying under your radar. Let's take a look at who your competition truly is. 

Get creative. That's my advice for any business owner or sales leader about to embark on a new phase of recruiting. Far too many leaders stick to the same old, same old when it comes to their recruitment process and trying to find great talent to join their team.

Do you ever feel as though you're not doing quite enough for your clients? You've delivered everything that you promised to deliver, and the client seems to be happy with the services and products you have provided them. Still, you just can't shake this feeling that not enough is being offered to them by you and your team.

Are you blind to the major turnoffs you may be exhibiting to your clients and prospects? Look, your clients will tell you if they think your service is no longer of value to them or if they received poor customer service from one of your reps.

Could trying something new grow your sales? Working with so many different clients across a variety of industries really opens your eyes to new ideas, strategies and insights. I'm always open to embracing fresh new thinking!