Colleen Francis 2020-11-20 Colleen Francis 2020-11-20

How to Set Sales Targets in Uncertain Times

Salespeople, business leaders, and shareholders thrive on having reliable and realistic sales targets. Without them, you can’t possibly gauge performance.

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

Sales Advice As We Approach The End of The Year

I don't know many people whose 2020 went "according to plan."

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 2020-11-10 Colleen Francis 2020-11-10

Putting a Stop to Delayed Deals Is Your Job

Here’s what you must do to ensure stuck deals don’t sink your career and your business.

Colleen Francis 2020-11-05 Colleen Francis 2020-11-05

You Have No Ideal Buyer

You no longer have an ideal buyer.

Colleen Francis 2020-11-02 Colleen Francis 2020-11-02

Know the Influencers Who Make More Sales Possible

The fastest way to your next sale isn't found by simply connecting with a single decision-maker in a targeted organization. There’s a better way.

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 2020-10-15 Colleen Francis 2020-10-15

Getting Virtual Communication Right

Is your team getting virtual communication right?

Colleen Francis 2020-10-06 Colleen Francis 2020-10-06

“Best Way Out: Always Through”

It’s not a coincidence that the word crisis—borrowed from the Ancient Greeks—meant “the turning point in a disease.” You are at a turning point today against...

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 2020-09-25 Colleen Francis 2020-09-25

It Will Cost You Dearly

How you train your staff and how you design your interface with customers today determines your sales success tomorrow.

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

The New Flexibility

Being flexible in the future won't just be about pushing back a meeting by 15 minutes. The "new" flexibility will long exist into the future as a result of COVID-19.