Colleen Francis 2014-02-18 Colleen Francis 2014-02-18

Analyzing a Cold Email

I received this cold email on Saturday from a "National Accounts Executive"How many mistakes can you spot?

Colleen Francis 2014-02-14 Colleen Francis 2014-02-14

The Best Alternative to Reducing Your Prices

Colleen Francis 2014-02-11 Colleen Francis 2014-02-11

A Note in Leadership

Traveling is always a great way to observe business behaviors. How are customers treated? What practices enhance or erode your experience? Here are this winners and losers from the last few weeks:

Colleen Francis 2014-02-11 Colleen Francis 2014-02-11

Are You Planning to Profit?

So what does all this have to do with sales? The most successful sellers plan ahead and always have a Plan B. They know in advance who to go to at the first sign of trouble, and have sorted out their options well in advance of needing them. Planning ahead goes beyond motioning your sales pipeline

Colleen Francis 2014-02-07 Colleen Francis 2014-02-07

Six Steps to (almost) Complaint Free Air Travel

While occasionally everyone will encounter a grumpy gate agent, rude flight attendant, or long delay, the vast majority of complaints I hear are 100% preventable. In other words, passengers are complaining about situations they created!

Colleen Francis 2014-02-04 Colleen Francis 2014-02-04

Unexpected Customer Service

This past weekend Chris and I enjoyed a fabulous dinner with friends at the Savoy. I love their sister restaurant Metropolitan and had high hopes. But, I also expected to be disappointed. I secretly worried it was going to be like seeing the movie version of your favorite book. Never as good as the original.

Colleen Francis 2014-01-31 Colleen Francis 2014-01-31

The Importance of Marketplace Research

Colleen Francis 2014-01-30 Colleen Francis 2014-01-30

We Get Mail

just wanted to let you know. I was at the art of Sales conference yesterday in Toronto. It was ......OK..

Colleen Francis 2014-01-28 Colleen Francis 2014-01-28

A Few Thoughts to Maximize 2014

Here are my top 10 thoughts for the month.

Colleen Francis 2014-01-23 Colleen Francis 2014-01-23

Communicating with Decision Makers

Colleen Francis 2014-01-17 Colleen Francis 2014-01-17

How To Really Motivate Your Team

Colleen Francis 2014-01-16 Colleen Francis 2014-01-16

Negativity Busters!

My mantra remains "hire right or fire fast". You have no place for negativity on the team if you want 2014 to be your best year yet!

Colleen Francis 2014-01-14 Colleen Francis 2014-01-14

Using Perception To Create Customer Success

Here's the big fact: 98% of all dissatisfied customers were not dissatisfied because of a quality problem with the product or service purchased. In 98% of the cases their dissatisfaction was related to their perception of how they were treated by the people they dealt with.

Colleen Francis 2014-01-07 Colleen Francis 2014-01-07

Three Testimonial Must-Haves

Colleen Francis 2014-01-02 Colleen Francis 2014-01-02

The Obstacles Behind Asking For A Referral

Colleen Francis 2013-12-31 Colleen Francis 2013-12-31

Hits, Misses and Lessons

There are sales lessons on every corner, all you have to do is look for them. Here are a three from this week.

Colleen Francis 2013-12-26 Colleen Francis 2013-12-26

Don’t Forget About The Influencers!

Colleen Francis 2013-12-24 Colleen Francis 2013-12-24

Talk About Service!

Colleen Francis 2013-12-19 Colleen Francis 2013-12-19

How A Different Definition Can Reap Big Benefits

Colleen Francis 2013-12-17 Colleen Francis 2013-12-17

You've GOT to be kidding me!

Warning - this is the most frank thing I’ve ever said to the Engage community. It comes after we launched a new offering last week, the Sales Accelerator program. It was designed to be accessible for everyone – both today’s and tomorrow’s sales leaders – with an early bird price under a hundred.