Colleen Francis 2021-10-22 Colleen Francis 2021-10-22

Keeping the Prospect Engaged | Sales Strategies

Always ask yourself and your team what new twist, idea, or feature you can add to your offering. This will help you stay current, fresh, and become...

Colleen Francis 2021-10-08 Colleen Francis 2021-10-08

Hunters vs. Farmers: Making It Work | Sales Strategies

Documentation, a strong CRM, and a standard operating procedure are indeed critical if you want to make this hunter and farmer structure work.

Colleen Francis 2021-09-24 Colleen Francis 2021-09-24

Don't Get Trapped by Your Ideal Client | Sales Strategies

To ensure your success in future volatile markets, it’s important to create this ideal client spectrum and build a well-balanced portfolio and pipeline.

Colleen Francis 2021-09-10 Colleen Francis 2021-09-10

Do Your Prospects Trust Themselves? | Sales Strategies

Implement these three simple referral strategies and your buyers’ trust will increase and they will feel more confident in their abilities to make a decision.

Colleen Francis 2021-08-27 Colleen Francis 2021-08-27

Align to the Buyer's Goals and Be Rewarded | Sales Strategies

What does “reward” mean? Well, reward means that those buyers who are rewarding salespeople for this alignment are rewarding them with three things.

Colleen Francis 2021-08-13 Colleen Francis 2021-08-13

Are You Coachable? | Sales Strategies

Sales leaders spend a great deal of time talking to managers on how to be effective coaches. However, it’s important for salespeople to realize that they...

Colleen Francis 2021-07-30 Colleen Francis 2021-07-30

Make Your Daily Routine Your Own | Sales Strategies

It’s important to remember that you do not need to have a set routine that's prescribed by somebody else. Everybody is different.

Colleen Francis 2021-07-16 Colleen Francis 2021-07-16

Catching a Loss Before It Happens | Sales Strategies

I've been emphasizing to a number of clients the importance of creating an “early warning system.” It’s a system that helps you identify and prevent...

Colleen Francis 2021-07-02 Colleen Francis 2021-07-02

Generalizing from a Negative can Sabotage Your Mindset | Sales Strategies

Changing your mindset to really focus on specific positives will help ensure that you continue to win based on what you're good at.

Colleen Francis 2021-06-18 Colleen Francis 2021-06-18

This Pipeline Metric Can Dramatically Impact Your Results | Sales Strategies

I want you to pay attention to this often misunderstood or missed pipeline metric. People don't pay attention to it very often.

Colleen Francis 2021-06-04 Colleen Francis 2021-06-04

Your Buyer is Out of Sync with Your Sales Process | Sales Strategies

Nothing causes you to lose a sale more than being out of sync with your buyer when it comes to your sales process. Thus, how do you prevent that?

Colleen Francis 2021-05-21 Colleen Francis 2021-05-21

Don't Confuse Sales Coaching for Status Updates | Sales Strategies

Sitting in on sales coaching calls is one of the most thrilling aspects of my work.

Colleen Francis 2021-05-07 Colleen Francis 2021-05-07

Goals Without a Plan Are Useless | Sales Strategies

Create the pathway to your goal now. I promise you'll get closer to hitting your goals!

Colleen Francis 2021-04-23 Colleen Francis 2021-04-23

2 Reasons Why Video Conferencing Is Here to Stay | Sales Strategies

I encourage you to reduce your live weekly sales meetings and implement more weekly video meetings.

Colleen Francis 2021-03-26 Colleen Francis 2021-03-26

Are Your Value Statements Stale? | Sales Strategies

Are you sharing the same messages today that you were sharing a year ago with your clients?

Colleen Francis 2021-03-12 Colleen Francis 2021-03-12

The Critical Mistake Sales Managers Make | Sales Strategies

The most successful organizations I work with right now are nimble.

Colleen Francis 2021-02-26 Colleen Francis 2021-02-26

Helping the Customer Through Decision Paralysis | Sales Strategies

Decision paralysis is a real thing. It's when your buyers are so overwhelmed with information that they can't make a decision.

Colleen Francis 2021-02-12 Colleen Francis 2021-02-12

Look Outside Your Sales Organization | Sales Strategies

Once you start balancing internal KPIs with systems that are customer-centric, you will be right on the money and your customers will love doing business...

Colleen Francis 2021-01-29 Colleen Francis 2021-01-29

Every Seller Has to Own the Story | Sales Strategies

I want to highlight an important coaching technique that you should be practicing with every single one in your sales team: owning the story.

Colleen Francis 2021-01-04 Colleen Francis 2021-01-04

Know the Different Types of Customer Value | Sales Strategies

Transition your product training into value training. This will help you close more business and change the conversation dynamic you are having with your...