The Sales Leader

Cutting Edge Strategies for Sales Leaders by Colleen Francis

Handling Objections like a Pro | Sales Tips

One thing that I’ve noticed recently is that sellers aren’t always good at learning how to pivot. During the qualification stage, we get thrown for a loop sometimes. A prospect or a buyer answers in a way that we weren’t expecting, yet we need to stay on track and pivot with another question.

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Different direction concept with businessman feet and three arrow sketches on aged concrete ground

The Reason Your Reps are Selling Less

If you’re a loyal reader of this blog, you’re probably aware I don’t believe that sales need to slow down just because a market does.

Are you noticing your team is consistently producing disappointing results and selling less than perhaps your competition?

Let me fill you in on an approach which might make all the difference in your sales team’s success. (more…)

A concept of recruitment process. A hand is choosing the right icon as a concept of the right candidate. Office view in blur.

How to Find Top Talent For Your Organization

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.

It’s surprising to see how many organizations stick with ads in the paper, online postings and even using the same recruiters they’ve used in the past. They don’t switch things up!

The result? The same tired and boring resumes that keeping flocking in. Sure – you may find a great hire in that pile of resumes. But, generally speaking, if you want to find a “stand out” candidate, don’t use a worn out process to try and attract them.

Here’s how you can add a little creativity to your hiring process: (more…)

The Key Question for Successful Qualification | Sales Tip

We’ve already talked about how the more time you spend doing a thorough qualification means you’re going to win more business. You now know what the most often missed question in the qualification phase is: the decision-making criteria, specifically the priority of that criteria. (more…)

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How to Enhance Your Client Retention Success

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.

It’s quite a natural feeling. In a world where client retention is such an important metric in the success of your organization, it’s completely normal to feel a little bit uneasy about where you stand with your clients. Even if they haven’t been given any reason to feel on edge, many sales leaders, executives and business owners struggle with the possibility that they may not be providing enough value for their clients.

Is there a solution? Of course there is!

(more…)

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