The Sales Leader

Cutting Edge Strategies for Sales Leaders by Colleen Francis

Presentations That Sell | Sales Tips

Last week, we talked about proposal formats. Therefore, it makes sense that we talk about presentation formats this week. (more…)

Change Your Buyer’s Mindset from “If” to “How” | Sales Tips

I would like to talk to you about a proposal format that you can customize for whatever business you’re in. You can use this whether you’re in a products business, a service business, or a hybrid of both. (more…)

Don’t Wait for Perfection | Sales Tips

In a previous video, we talked about the concept of learning by doing instead of learning through a training workshop or a facilitated training event. I was recently at an extended leadership team meeting for one of my best clients and he had all of his sales managers there. We introduced a quick concept to them around proper account planning and management.


Break Through to a Prospect Without Stalking | Sales Tips

Last week, we talked about persistence and I walked you through a call and email plan that’s designed to get somebody on the phone. There’s one other element of persistence that’s really important as you’re following up with an account and that is to be persistent with multiple people.


The Buyer You Are Trying to Reach is Currently Unavailable

I received a cold call today from a large consulting sales and marketing company, thought I should return it, just in case! When I dialed the number back I received an anonymous attendant’s voice stating that “The person you are trying to reach is currently not available.”

We’ve known for years that the relationship is king. They are paramount to sellers breaking through and getting to the next step.

Does an automated, anonymous voicemail recording foster any sense of relationship? Does it encourage me to want to start a conversation?

This buyer will definitely be unavailable when he calls back.

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