The Sales Leader

Cutting Edge Strategies for Sales Leaders by Colleen Francis

You Need to Do This, Every Day | Sales Tips

The very best habit I ever developed as a sales rep was this single habit: (more…)

Hosting Workshops? Environment Counts.

This month I spent a day working with a group of world-class data visualization architects. Who even knew there was such a profession! Nor that the best in the world were based in Toronto. Ironically, being Canadian, I have very little business in our nation’s business capital so it was doubly nice to be working with such a smart group so close to home.

The learning environment you choose for your events can either be attractive and inspiring, or depressing and repellant. An attractive environment puts everyone at ease, sparks conversation, and creativity. It’s simply more difficult to be closed minded and cranky in a gorgeous environment. Today’s meeting space at the Royal Canadian Yacht Club on Toronto Island was one of the top spaces I have worked in. Lots of natural light, a view of the lake, high-class furnishings, a building steeped in tradition, well-dressed attendees, and of course, away from their offices. The environment definitely made a difference in the culture of the workshop. While we can’t always have meetings at locations such as the RCYC, we can create the best environments for our attendees to learn and communicate.

I notice that the best workshop environments (gauged from participant engagement and implementation) include: (more…)

How to Be More Interesting

Have you ever wondered what makes you and your business more interesting to your prospects and clients?

It isn’t hourly updates on social media or a picture with a celebrity. In fact, what makes a business more interesting to prospects often eludes most business owners.

In order to generate true interest from your clients, as well as create engagement and more business, you must first demonstrate interest in them as human beings. ← Click To Tweet

Many salespeople often forget that clients are people. They aren’t walking wallets or talking POs. When you treat them as such, you will often lose the opportunity to create a valuable, long lasting relationship. Even the most distinguished decision maker would rather be spoken to as a person than a number.

There are several actions you can take to demonstrate to your prospects and clients that you care about them:


When a Pricing Objection Isn’t | Sales Tips

I have been spending a lot of time in workshops so far this year and the number one thing sales reps ask me is how you move beyond the pricing objection and here is what I’m discovering. (more…)

Wells Fargo: What Happens When You Set Targets Based on Rhyme Not Reason

I’m not ready to stop sharing the Wells Fargo fiasco and what it means for us as professional sellers. Today, we are hearing about sales targets.

The average American has 3 accounts at their bank. Wells Fargo decided to set 8 accounts per person as their target.

Why 8? (more…)

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