Colleen Francis 2022-10-25 Colleen Francis 2022-10-25

The Secret to Accurate Forecasting

For sales leaders, forecasting at the beginning of every quarter is mandatory. There are three ways to effectively accomplish this.

Colleen Francis 2022-10-20 Colleen Francis 2022-10-20

There's No Such Thing as an Ideal Buyer

There’s no such thing as an ideal buyer anymore! In fact, thinking that you have an ideal buyer will cause your sales to plummet. Here’s what you should be...

Colleen Francis 2022-10-18 Colleen Francis 2022-10-18

Cold Calling Is (Still) Dead

The most successful sellers I know agree that cold calling is dead. Here’s why and the strategies they implement instead.

Colleen Francis 2022-10-14 Colleen Francis 2022-10-14

Your Single Point of Failure

What’s the number one reason you lose existing customers? Watch this video to find out and discover the best thing you can do to improve customer retention.

Colleen Francis 2022-10-13 Colleen Francis 2022-10-13

Your Next Deal Is Right There in Front of You

I recently asked a client—who’s a very successful seller—how he was thriving in today’s marketplace. His answer was simple and powerful.

Colleen Francis 2022-10-07 Colleen Francis 2022-10-07

Ask Yourself: Who Cares?

Have you asked yourself: who cares? This is the most important question you can ask yourself if you want to differentiate yourself from the competition.

Colleen Francis 2022-10-06 Colleen Francis 2022-10-06

It's Not Them...It's You!

One of the Peloton instructors I love, Jess Sims, has an expression: no ego, amigo. That applies directly to sellers. Here’s what I mean.

Colleen Francis 2022-09-30 Colleen Francis 2022-09-30

There Is No Such Thing as Quiet Quitting in Sales

There is no such thing as quiet quitting in sales! And as a sales manager, your job is to make sure 100% of your team is accomplishing 100% of their...

Colleen Francis 2022-07-22 Colleen Francis 2022-07-22

How to Effectively Employ Team Selling | Sales Strategies

How do you employ team selling? What experts can you use, what management levels can you use, and what industry specialists can you use to really help...

Colleen Francis 2022-06-24 Colleen Francis 2022-06-24

The Move to Inside Sales | Sales Strategies

One of the shifts we’re noticing in today's marketplace involves the move to inside sales. Field sales reps are doing more inside sales than ever before.

Colleen Francis 2022-05-27 Colleen Francis 2022-05-27

Stay Away From This Sales Metric | Sales Strategies

Are you staying away from this sales metric? I love technology and data, but you cannot let the wrong data control your business. So, here is my advice...

Colleen Francis 2022-05-13 Colleen Francis 2022-05-13

Customer Engagement Shift | Sales Strategies

I recently came across some interesting research from Gartner on the customer engagement shift. They discovered that when a customer is buying a...

Colleen Francis 2022-04-01 Colleen Francis 2022-04-01

Win More Business With This Strategy | Sales Strategies

Getting time on your side is a powerful strategy that will help you win more business! What do I mean by “getting time on your side”?

Colleen Francis 2022-03-18 Colleen Francis 2022-03-18

How to Beat the Competition | Sales Strategies

How can you differentiate yourself and beat the competition? I’ve noticed how common it’s for us as sellers in today’s marketplace to assert that...

Colleen Francis 2022-01-07 Colleen Francis 2022-01-07

4 Straightforward Sales Goals | Sales Strategies

There are four straightforward sales goals that I would like to share with you. They are simple, effective and will help you set the right targets and...

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

Graduate From Trusted Advisor to Object of Interest | Sales Strategies

Customers don't want trusted advisors. They don't want partners. Those presuppose that you're on the outside. What they're really looking for...

Colleen Francis 2021-11-19 Colleen Francis 2021-11-19

Your Buyer Is Asking Themselves These 3 Questions | Sales Strategies

I want to highlight three important questions that buyers are asking themselves right now. Knowing how to deal with these three questions will help you...

Colleen Francis 2021-11-05 Colleen Francis 2021-11-05

Don't Make This Mistake with Your Sales Data | Sales Strategies

You can't coach blind, and the data is incredibly important. Share with your team what their goals are and, on a regular basis, show them the progress that...

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.