The Sales Leader

Cutting Edge Strategies for Sales Leaders by Colleen Francis

Using a Buyers Map to Unstick Deals | Sales Strategies

Today, I want to talk to you about a process that we’ve been using with our clients that is helping them close more deals. We’re using a buyers map to help unstick opportunities that are stuck in their pipelines.

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The Fastest Way to More Sales

Want more sales? Of course you do.

When you ask the typical seller how to create more sales, the mantra is generally to work harder, to grind more, or to double or triple the current efforts.

But, the opposite might actually be true. Reducing your labor may just be the fastest way to create greater sales results.

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Speed Up Sales by Slowing Them Down

You may have noticed this interesting trend…

Lost deals tend to be the same ones that stagnate during the proposal phase. That is, after completing a needs analysis, the deals that are ultimately missed are often the same ones that sit, and sit, and sit in the proposal phase. Interestingly enough, in our research, we’ve also found that completed deals don’t tend to stagnate in the proposal phase but they do spend more time in the needs analysis phase. In fact, completed sales on average spend two to three times longer in the needs analysis phase than sales that are lost.

Let’s go even deeper with this.
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The True Test of a Seller’s “Rolodex” | Sales Strategies

I want to build on the tips that I discussed with you last week about the sellers that you should not hire. Something that remains true is that we want to hire sellers who are well connected and back in the day, that meant that we hired sellers for their Rolodex.

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How to Sell More in Less Time

Improving productivity to be a more profitable seller – everyone wants to do it, but few actually succeed at it.

I’m providing some simple (but extremely powerful) strategies in this live video that you can apply to sell more in less time.

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