Colleen Francis 2020-11-13 Colleen Francis 2020-11-13

Customers Don't Want to Deal With You | Sales Strategies

Recently, Gartner shared intriguing research to a group of us sales experts. Their research, in particular, reveals that when it comes to highly complex...

Colleen Francis 2020-10-30 Colleen Francis 2020-10-30

Is Your Business Client-Repelling? | Sales Strategies

How do you prevent your business from being client-repellent? Here are three strategies.

Colleen Francis 2020-10-16 Colleen Francis 2020-10-16

Don't Give Up on Email Prospecting! | Sales Strategies

Email prospecting: we're relying on it more and more during this new selling environment. However, unfortunately, the ratio of prospecting emails...

Colleen Francis 2020-10-02 Colleen Francis 2020-10-02

Be Effective with Both In-Person and Remote Meeting Attendees | Sales Strategies

A popular topic we've been examining with our clients recently is hybrid selling. What is hybrid selling?

Colleen Francis 2020-09-17 Colleen Francis 2020-09-17

The Homework You Need to Do for Online Prospecting | Sales Strategies

Prospecting during these uncertain times has been a popular topic. This is because prospecting in person—whether at a networking event, an association...

Colleen Francis 2020-09-11 Colleen Francis 2020-09-11

How to Be Your Best on a Video Call | Sales Strategies

Although it's crucial to be technically competent with video calls during these uncertain times, it’s also imperative that you don’t neglect the...

Colleen Francis 2020-08-28 Colleen Francis 2020-08-28

5 Tips for a Successful Video Call | Sales Strategies

I have spent the last few months participating in a large number of video conferences. Sometimes, as many as six or seven video conferences...

Colleen Francis 2020-08-14 Colleen Francis 2020-08-14

Tips for a Hybrid Video/In-Person Meeting | Sales Strategies

How do you sell in a hybrid selling environment? Many of you are in sales teams and will have teammates that are either from your company, partner company, or supplier company.

Colleen Francis 2020-08-07 Colleen Francis 2020-08-07

It's Not You - It's Me | Sales Strategies

Many of you are getting ready to go back to work or are already in the field making sales calls. However, some of you are facing an unexpected...

Colleen Francis 2020-07-24 Colleen Francis 2020-07-24

This Mistake Can Cost You the Deal | Sales Strategies

I have never seen a sale lost because one had too many contacts inside the account, but I have seen millions of business go away because one had too few.

Colleen Francis 2020-07-10 Colleen Francis 2020-07-10

How to Prepare for Your First Remote Prospect Meeting | Sales Strategies

In this week’s Sales Leader, I will examine the importance of being aware and prepared for sales calls.

Colleen Francis 2020-06-26 Colleen Francis 2020-06-26

Using LinkedIn to Breakthrough and Win | Sales Strategies

I want to share with you a real-life success story from one of my clients in the oil and gas industry. He started to embrace non-traditional...

Colleen Francis 2020-06-12 Colleen Francis 2020-06-12

The Difference Between an Objection and a Heckle | Sales Strategies

An objection comes after a substantive discussion. It's a legitimate question you have to answer. This objection may arise midway through the sales process...

Colleen Francis 2020-06-05 Colleen Francis 2020-06-05

The Key to a Client's 1,600% ROI | Sales Strategies

Last year, I finished a project with a client who generated a whopping 1600% return on investment. How? As you are going to find out, sharing wins...

Colleen Francis 2020-05-22 Colleen Francis 2020-05-22

How Making Assumptions Can Cost You the Sale | Sales Strategies

We were taught at a very early age to never make assumptions. However, I still encounter salespeople who make assumptions all the time.

Colleen Francis 2020-05-15 Colleen Francis 2020-05-15

Selling During COVID-19: How to Be a Video Master | Sales Strategies

In today's selling environment, we're using video more than ever before. And in some markets, video is the only way we can engage in a face-to-face...

Colleen Francis 2020-05-08 Colleen Francis 2020-05-08

Selling During COVID-19: You Must Be a Micro-Manager | Sales Strategies

I know these are challenging times for all of us individually and for our businesses. And now, in particular, is the time to absolutely micromanage your...

Colleen Francis 2020-05-01 Colleen Francis 2020-05-01

Selling During COVID-19: Being an Indispensable Seller | Sales Strategies

What are the strategies you, as a seller or sales leader, can implement to retain your position in the company?

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...