Colleen Francis 2020-04-24 Colleen Francis 2020-04-24

Selling During COVID-19: 3 New Rules for Sales Calls | Sales Strategies

It's absolutely critical that you continue to make sales calls. You just need to reorient your messaging in a way that leads with empathy.

Colleen Francis 2020-04-17 Colleen Francis 2020-04-17

I Repeat: Ask for the Sale! | Sales Strategies

I estimate that the majority of times you lose the business is because you simply weren't clear at the end of the discussion that you actually wanted to do...

Colleen Francis 2020-04-10 Colleen Francis 2020-04-10

3 Steps to Double-Digit Sales Growth | Sales Strategies

A client once reported to me that the work we did with them last year is creating 35% more revenue to the company than it did in previous years.

Colleen Francis 2020-04-03 Colleen Francis 2020-04-03

The Big Negotiation Mistake Most Sellers Make | Sales Strategies

I’ve found sellers consistently make one mistake: they jump too quickly to lower their price even if they're getting something in return.

Colleen Francis 2020-03-13 Colleen Francis 2020-03-13

Treat Your Territory Like Your Own Business | Sales Strategies

Use territory planning to help you plan for success. When you do, you will have one of your best years yet.

Colleen Francis 2020-03-06 Colleen Francis 2020-03-06

Forget About an Ideal Buyer | Sales Strategies

I want you to throw out the concept of an ideal buyer. They just don't exist anymore.

Colleen Francis 2020-02-28 Colleen Francis 2020-02-28

My Simple Approach for Implementing New Sales Skills | Sales Strategies

When you do this, you keep the momentum going. You get people used to implementing, reporting, and achieving success.

Colleen Francis 2020-02-21 Colleen Francis 2020-02-21

My Sales Reading List | Sales Strategies

I got a request the other day from sales reps who were looking to better themselves. Specifically, they asked me what they should be reading as sales reps.

Colleen Francis 2020-02-14 Colleen Francis 2020-02-14

A Simple Strategy to Better Manage Your Time | Sales Strategies

I often get bombarded with questions from overwhelmed salespeople and sales managers on how to manage their time effectively given everything they have...

Colleen Francis 2020-02-07 Colleen Francis 2020-02-07

The Most Powerful One-Word Sales Question | Sales Strategies

My very favorite question in all of selling is simply, "Why?" Why do I like it so much? There are a number of reasons.

Colleen Francis 2020-01-31 Colleen Francis 2020-01-31

The Simplest Yet Most Difficult Sales Skill | Sales Strategies

Silence is one of the simplest things a seller can learn to do, but it is the most difficult for them to execute in the sales process effectively.

Colleen Francis 2020-01-24 Colleen Francis 2020-01-24

The Number One Skill to Look for When Hiring | Sales Strategies

When it comes to hiring, the number one skill or behavior to look for is teachability/coachability.

Colleen Francis 2020-01-17 Colleen Francis 2020-01-17

The Critical Sales Call Step You're Probably Missing | Sales Strategies

Have you ever thought of debriefing your sales calls—the good, bad, or mediocre ones? It’s a great practice to get into.

Colleen Francis 2020-01-10 Colleen Francis 2020-01-10

The #1 Strategy to Growing Current Accounts | Sales Strategies

You can’t retain or grow existing customers if you don’t build out multiple contacts inside each account. The first step is to identify the next in command.

Colleen Francis 2020-01-03 Colleen Francis 2020-01-03

The Key to Predictable Results | Sales Strategies

What’s the central key to ensuring that you and your client have predictable results? Adherence to the process.

Colleen Francis 2019-12-27 Colleen Francis 2019-12-27

Take a Step Back at the End of the Year | Sales Strategies

December is truly a great time to stop and think about ourselves and our businesses from a marketing perspective as a salesperson, which we often don’t do.

Colleen Francis 2019-12-20 Colleen Francis 2019-12-20

Steps to Take Now for Your Next Quarter | Sales Strategies

As we’re rounding out any month, quarter, or year—depending on how your fiscal year is created—I always like salespeople to think about accelerating...

Colleen Francis 2019-11-29 Colleen Francis 2019-11-29

A Simple but Brilliant Account Management Strategy | Sales Strategies

I know this sounds simplistic, but it is amazing how many sellers don’t check and use these markers as the KPIs for the first few months of the customer.

Colleen Francis 2019-11-22 Colleen Francis 2019-11-22

Even the Best Sellers Need a Referral Refresher | Sales Strategies

Regardless of the type of referrals you are asking for, you have to be specific. You cannot merely ask these sources for who they know or who they can...

Colleen Francis 2019-11-15 Colleen Francis 2019-11-15

Becoming a Solutions-Oriented Sales Leader | Sales Strategies

What your salespeople don’t want is for you to be in a coaching session or sales meeting and give them general instructions—that is telling them what to do.