The Sales Leader

Cutting Edge Strategies for Sales Leaders by Colleen Francis

Promoting a Seller Does Not Make a Leader

I talk often about a new performance-management culture taking hold in today’s B2All marketplace.

To meet that challenge, not only must selling skills change, leadership skills must evolve too. Your sales manager’s number-one job now is to teach and refine the skills of sellers to help them hit their peak and stay there.

So, what’s the best way to make that happen: by simply turning your existing top sellers into leaders? Not so fast!  (more…)

With Due Respect to Alec Baldwin | Sales Tips

Always be prospecting. Why do I say that? I can tell you that in 25 years of selling, I have never met a sales problem that can’t be solved without good prospecting skills. (more…)

Sales and Business Lessons from Mykonos (Part 2)

Thinking back to my post on Monday, another lesson we can learn from Mykonos is the value of adding value. Adding value, especially when it is not expected, creates a lasting impression in your customers minds and keeps them coming back. Even more, it converts your customers into evangelists bringing you more customers at little advertising costs.

For example:


Sales and Business Lessons from Mykonos

After a week in Mykonos, Greece, I’ve determined that Myconians are the most hospitable people in the world. And, I believe that the best investment any hospitality business can make is to send their people to Mykonos for observational training.

The way locals interact with their customers is outstanding. It’s memorable. And, it’s definitely profitable. 

Here are 4 general observations:


Two Overlooked Uses for Testimonials | Sales Tips

Our team spends a lot of time working with our clients on compelling value propositions and client testimonials. There are two ways to use client testimonials that are often overlooked that I think are some of the most powerful uses of this type of content. (more…)

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