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Colleen Francis
Colleen Francis, Sales Expert, is the President of Engage Selling Solutions, and an award sales consultant, speaker and best-selling author, including the recent Nonstop Sales Boom. Business leaders trust Colleen to deliver immediate and lasting results with strategies proven to work in today’s competitive market. To follow Colleen and her latest sales insights, visit her blog, connect on LinkedIn and join the conversation on Twitter: @engagecolleen.
When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff works directly with prospects and customers.
Your sales managers are your leaders of people on these front lines.
Since my...
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Strong partnerships between sellers and buyers were once considered the key to success in the marketplace. Yet, despite having the ability to customize products and include clients in the sales process, there was often a barrier that made buyers feel like outsiders. That’s why today it’s all about...
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In sales, there's a fine line between perseverance and pestering. In my experience, with the exception of prospects that are already in the sales cycle (Your “A” prospects), that line is usually drawn at once every four weeks. So given that you only have once every four weeks to make a direct...
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Word-of-mouth marketing is one of the most powerful tools in sales today and yet it remains deeply misunderstood and under-used.
In my extensive sales training work in North America and abroad—even when I’m working with highly experienced professionals—I find many can’t fully explain word-of-mouth,...
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Sometimes we must repeat a lesson a few times to learn it well.
Running is like that for me. It teaches valuable insights I apply to my professional work, including how I coach sales leaders on revenue acceleration.
On the hottest, most humid day of summer last year, I thought I’d learned fully a...
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When it comes to looking at a year in review, we’re all susceptible to binary thinking. We tend to see a year either as a good one or as a challenging one. That’s a mistake.
It distorts our ability to learn deeply and grow fully as professionals. Good years become the ones where we tend to just...
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You can learn a lot from watching political panels, especially during an election year. The behavior you see—both between the panelists and in how they relate to their audience—is a microcosm of what we see as sales professionals in the marketplace every day.
People in sales and in politics have...
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A big mistake small business owners make when trying to grow sales, is thinking that only the sales department is responsible for revenue generation. Everyone—from delivery people to folks in accounting, from managers to front line service staff—have a role to play in transforming individual action...
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Ask the best sellers and they'll tell you that their success is routed in the fact that they know they will always lose some of the opportunities, some of the time. That's why their success is routed in the vital skill of prospecting. In fact, it's the number-one activity that you need to do...
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