Podcast Series: The Sales Leader: Recent Episodes
Colleen Francis
Cutting edge sales strategies for you and your team to generate leads, speed closings and increase deal sizes. Easy-to-implement techniques that get results from seasoned sales expert Colleen Francis.
What do you need to do to start the year with a bang? Join me on this podcast as I share ideas on how to successfully end the year so …
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The post Start The Year With A Bang first appeared on Colleen Francis - The Sales Leader.
What do you need to do to start the year with a bang? Join me on this podcast as I share ideas on how to successfully end the year so Q1 can potentially be your best quarter yet.
The post Start The Year With A Bang first appeared on The Sales Leader.
All sales teams have a weak spot. The key to success is recognizing it, and managing the risk associated with it. In this podcast, I discuss how identifying your team’s weak spot is the key to accelerating performance.
The post The Weak Spot In Your Sales Organization first appeared on The Sales Leader.
All sales teams have a weak spot. The key to success is recognizing it, and managing the risk associated with it. In this podcast, I discuss how identifying your team’s …
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The post The Weak Spot In Your Sales Organization first appeared on Colleen Francis - The Sales Leader.
In today’s podcast I’ll share three traits that the most successful companies share. If you want to grow, you have to pay attention to these three attributes.
The post Get Your Wheels Spinning first appeared on The Sales Leader.
In today’s podcast I’ll share three traits that the most successful companies share. If you want to grow, you have to pay attention to these three attributes.
The post Get Your Wheels Spinning first appeared on Colleen Francis - The Sales Leader.
Stop stereotyping – especially about generations. All generations are unique. Today I discuss the importance of finding people that work well with your team and treating them as individuals. This is the …
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The post Millennials, Schlimennials first appeared on Colleen Francis - The Sales Leader.
Stop stereotyping – especially about generations. All generations are unique. Today I discuss the importance of finding people that work well with your team and treating them as individuals. This is the key to a successful team.
The post Millennials, Schlimennials first appeared on The Sales Leader.
No matter what you want to believe, social media in B2B sales is here to stay! The question is not how to avoid it, but rather “what pieces should I …
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The post Leveraging Social Media In B2B Sales first appeared on Colleen Francis - The Sales Leader.
No matter what you want to believe, social media in B2B sales is here to stay! The question is not how to avoid it, but rather “what pieces should I use and how should I use them to attract and …
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The post Leveraging Social Media In B2B Sales first appeared on The Sales Leader.
The buck stops with you! Far too many sales people allow their relationships to dwindle or be cut off after the sales is transacted. This will harm your ability to …
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The post Own The Relationship Before Introducing Others first appeared on Colleen Francis - The Sales Leader.
The buck stops with you! Far too many sales people allow their relationships to dwindle or be cut off after the sales is transacted. This will harm your ability to create a Nonstop Sales Boom. Today I’ll explain why you …
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The post Own The Relationship Before Introducing Others first appeared on The Sales Leader.
If you want to expand your sales with existing clients you must expand your relationships first. In this podcast I’ll share the 4 key questions you must ask yourself in …
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The post Identifying The Corporate Players first appeared on Colleen Francis - The Sales Leader.
If you want to expand your sales with existing clients you must expand your relationships first. In this podcast I’ll share the 4 key questions you must ask yourself in order to build a client relationship matrix, expand your relationships, …
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The post Identifying The Corporate Players first appeared on The Sales Leader.
It’s always best to learn from your peers and avatars. Today I’ll share ideas from real sales teams that will help you develop deeper client relationships and increase your repeat sales.
The post Connecting Corporate Players first appeared on The Sales Leader.
It’s always best to learn from your peers and avatars. Today I’ll share ideas from real sales teams that will help you develop deeper client relationships and increase your repeat …
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The post Connecting Corporate Players first appeared on Colleen Francis - The Sales Leader.
It’s been a busy summer on the road and I’ve captured some gems from my work with clients that will help you accelerate sales. Join me on this podcast as …
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The post Nine Powerful Sales Insights first appeared on Colleen Francis - The Sales Leader.
It’s been a busy summer on the road and I’ve captured some gems from my work with clients that will help you accelerate sales. Join me on this podcast as I share these nine random but powerful sales tips that …
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The post Nine Powerful Sales Insights first appeared on The Sales Leader.
Don’t hire an external sales trainer! Use the experts inside your own team instead. In this podcast I discuss how to create a special project team of internal trainers that …
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The post How To Create Massive ROI first appeared on Colleen Francis - The Sales Leader.
Don’t hire an external sales trainer! Use the experts inside your own team instead. In this podcast I discuss how to create a special project team of internal trainers that will accelerate your results and improve implementation.
The post How To Create Massive ROI first appeared on The Sales Leader.
In today’s podcast I’ll share 10 tips to help you recognize the right sales leadership candidate for your sales team. If you are looking for a new sales leadership job (or your first one) you can use these tips to …
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The post Are You Selling Yourself Short? first appeared on The Sales Leader.
In today’s podcast I’ll share 10 tips to help you recognize the right sales leadership candidate for your sales team. If you are looking for a new sales leadership job …
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The post Are You Selling Yourself Short? first appeared on Colleen Francis - The Sales Leader.
A high quantity plus a high quality of contacts are required for growing your accounts. Today I’ll discuss how to create a Nonstop Sales Boom using the High, Wide and …
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The post High, Wide and Deep first appeared on Colleen Francis - The Sales Leader.
A high quantity plus a high quality of contacts are required for growing your accounts. Today I’ll discuss how to create a Nonstop Sales Boom using the High, Wide and deep strategy of customer relationship management.
The post High, Wide and Deep first appeared on The Sales Leader.
In this podcast I share examples of how to erase the boundaries between sales and marketing.
The post Marketing for Sales People? Yes! But… Only if you Want to Succeed first appeared on Colleen Francis - The Sales Leader.
In this podcast I share examples of how to erase the boundaries between sales and marketing.
The post Marketing for Sales People? Yes! But… Only if you Want to Succeed first appeared on The Sales Leader.
Today I’ll share the four steps to finding the best inside or internal referrals.
The post Mastering the Art of Inside Referrals first appeared on Colleen Francis - The Sales Leader.
Today I’ll share the four steps to finding the best inside or internal referrals.
The post Mastering the Art of Inside Referrals first appeared on The Sales Leader.
Today I’ll look at the issues that differentiate the customer service team from the sales team.
The post Customer Service and Inside Sales Team are NOT the Same Thing! first appeared on The Sales Leader.
Today I’ll look at the issues that differentiate the customer service team from the sales team.
The post Customer Service and Inside Sales Team are NOT the Same Thing! first appeared on Colleen Francis - The Sales Leader.
Stop selling and start facilitating a buying decision! In today’s podcast I discuss why a traditional sales processes will only inhibit your ability to sell while understanding the importance of each buyer’s unique way of buying will accelerate your sales.
The post Sales Funnel vs. Decision Journey first appeared on The Sales Leader.
Stop selling and start facilitating a buying decision! In today’s podcast I discuss why a traditional sales processes will only inhibit your ability to sell while understanding the importance of …
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The post Sales Funnel vs. Decision Journey first appeared on Colleen Francis - The Sales Leader.
In this final installment in our three part series I share the final three ways to retain your Millennials. If you missed them, here are the links for part 1 and part 2.
The post Top Tips To Retain Your Best Millennial Sales Talent – Part 3 first appeared on The Sales Leader.
In this final installment in our three part series I share the final three ways to retain your Millennials. If you missed them, here are the links for part 1 …
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The post Top Tips To Retain Your Best Millennial Sales Talent – Part 3 first appeared on Colleen Francis - The Sales Leader.
Thanks for coming back for part two of three in this new series. If you missed part one, you can find it here. Today I’ll share four more tips on keeping your best millennial sales people happy and motivated.
The post Top Tips To Retain Your Best Millennial Sales Talent – Part 2 first appeared on The Sales Leader.
Thanks for coming back for part two of three in this new series. If you missed part one, you can find it here. Today I’ll share four more tips on …
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The post Top Tips To Retain Your Best Millennial Sales Talent – Part 2 first appeared on Colleen Francis - The Sales Leader.
Do Millennials confuse you? You are not alone, many of our client confide to me that they are lost when it comes to retaining young talent. Today is part one of three, where I will outline the top tips for …
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The post Top Tips To Retain Your Best Millennial Sales Talent – Part 1 first appeared on The Sales Leader.
Do Millennials confuse you? You are not alone, many of our client confide to me that they are lost when it comes to retaining young talent. Today is part one …
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The post Top Tips To Retain Your Best Millennial Sales Talent – Part 1 first appeared on Colleen Francis - The Sales Leader.
It’s well known that referrals are the best way to attract new business. Yet so few sales people ask for them. Why? Because they don’t know how to do it properly. Today I’ll show you the right and wrong ways …
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The post The Right And Wrong Ways To Ask For Referrals first appeared on The Sales Leader.
It’s well known that referrals are the best way to attract new business. Yet so few sales people ask for them. Why? Because they don’t know how to do it …
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The post The Right And Wrong Ways To Ask For Referrals first appeared on Colleen Francis - The Sales Leader.
While I might not believe that a sales team culture is right for every organization (see Developing a Sales Team Culture) it is critical that you break down the silo …
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The post What Are Corporate Silos And How Do We Break Them Down first appeared on Colleen Francis - The Sales Leader.
While I might not believe that a sales team culture is right for every organization (see Developing a Sales Team Culture) it is critical that you break down the silo walls between cross functional departments and get them working together …
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The post What Are Corporate Silos And How Do We Break Them Down first appeared on The Sales Leader.
Hiring profiles are essential. Simply put, if you don’t have a profile of what you are looking for, you will be distracted on subjective measures and emotion. In today’s podcast I’ll discuss the questions you need to ask before making …
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The post How Do We Establish A Hiring Profile first appeared on The Sales Leader.
Hiring profiles are essential. Simply put, if you don’t have a profile of what you are looking for, you will be distracted on subjective measures and emotion. In today’s podcast …
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The post How Do We Establish A Hiring Profile first appeared on Colleen Francis - The Sales Leader.
Do you need to build a team culture? Not always – today I’ll explain why sales teams might be counterproductive to success and instead why an individual contributor model of …
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The post Developing A Sales Team Culture first appeared on Colleen Francis - The Sales Leader.
Do you need to build a team culture? Not always – today I’ll explain why sales teams might be counterproductive to success and instead why an individual contributor model of top performers may be the way to go.
The post Developing A Sales Team Culture first appeared on The Sales Leader.
Not all technology should be implemented all the time! In today’s podcast I’ll share three points to consider when faced with the choice of introducing new technology into your sales …
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The post Technology Self Test first appeared on Colleen Francis - The Sales Leader.
Not all technology should be implemented all the time! In today’s podcast I’ll share three points to consider when faced with the choice of introducing new technology into your sales process.
The post Technology Self Test first appeared on The Sales Leader.
Today I’ll speak on new technology and how choosing the right tools can help you improve your work as a sales leader. At the same time, be prepared that I also advocate jettisoning those old technologies that are not serving …
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The post Using New Technology first appeared on The Sales Leader.
Today I’ll speak on new technology and how choosing the right tools can help you improve your work as a sales leader. At the same time, be prepared that I …
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The post Using New Technology first appeared on Colleen Francis - The Sales Leader.
How well aligned are your sales and marketing departments? In today’s podcast I’ll discuss the importance them working together and how it benefits both groups as well as the company …
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The post Are Your Sales And Marketing Efforts Aligned? first appeared on Colleen Francis - The Sales Leader.
How well aligned are your sales and marketing departments? In today’s podcast I’ll discuss the importance them working together and how it benefits both groups as well as the company as a whole.
The post Are Your Sales And Marketing Efforts Aligned? first appeared on The Sales Leader.
Are sales and marketing different the same or complementary? Today I’ll explain the difference between the two, the importance of each and their unique roles in growing your revenue.
The post What’s Wrong With Sales And Marketing first appeared on Colleen Francis - The Sales Leader.
Are sales and marketing different the same or complementary? Today I’ll explain the difference between the two, the importance of each and their unique roles in growing your revenue.
The post What’s Wrong With Sales And Marketing first appeared on The Sales Leader.
In today’s podcast I’ll share five tips that will bring your company together and create accelerated sales growth.
The post Bringing The Organization Together For Accelerated Growth first appeared on Colleen Francis - The Sales Leader.
In today’s podcast I’ll share five tips that will bring your company together and create accelerated sales growth.
The post Bringing The Organization Together For Accelerated Growth first appeared on The Sales Leader.
Today I’ll share the pros of coaching your sellers – even your top sellers – regularly.
The post I Hire Only Experienced People, I Don’t Need To Train Them first appeared on The Sales Leader.
Today I’ll share the pros of coaching your sellers – even your top sellers – regularly.
The post I Hire Only Experienced People, I Don’t Need To Train Them first appeared on Colleen Francis - The Sales Leader.
In today’s podcast I’ll discuss the serious problems that arise when you pay your sellers out of alignment with the behaviors required to hit their goals.
The post Alignment Of Sales Compensations With Goals first appeared on Colleen Francis - The Sales Leader.
In today’s podcast I’ll discuss the serious problems that arise when you pay your sellers out of alignment with the behaviors required to hit their goals.
The post Alignment Of Sales Compensations With Goals first appeared on The Sales Leader.
Are you finding the best and eliminating the rest? Today I’ll uncover the right make up of your team if you want to exceed your targets.
The post Enforcing High Performance Culture first appeared on The Sales Leader.
Are you finding the best and eliminating the rest? Today I’ll uncover the right make up of your team if you want to exceed your targets.
The post Enforcing High Performance Culture first appeared on Colleen Francis - The Sales Leader.
Today I’ll share questions and a formula that will help you decide which new markets are the best for you.
The post Tough Decisions Made Easier first appeared on The Sales Leader.
Today I’ll share questions and a formula that will help you decide which new markets are the best for you.
The post Tough Decisions Made Easier first appeared on Colleen Francis - The Sales Leader.
In today’s podcast I’ll explain how to identify your top prospects using the data from the exercises in the last podcast.
The post Identifying Your Target Prospects first appeared on The Sales Leader.
In today’s podcast I’ll explain how to identify your top prospects using the data from the exercises in the last podcast.
The post Identifying Your Target Prospects first appeared on Colleen Francis - The Sales Leader.
Are you sure of who your best customers are and where they’re located? Today I’ll test your confidence and help you find out if you are right, or wrong!
The post Are Your Assumptions Correct? first appeared on The Sales Leader.
Are you sure of who your best customers are and where they’re located? Today I’ll test your confidence and help you find out if you are right, or wrong!
The post Are Your Assumptions Correct? first appeared on Colleen Francis - The Sales Leader.
Sell Platforms not products or services. In today’s podcast I’ll share why.
The post Selling In A Sharing Economy first appeared on The Sales Leader.
Sell Platforms not products or services. In today’s podcast I’ll share why.
The post Selling In A Sharing Economy first appeared on Colleen Francis - The Sales Leader.
Today I’ll share a four step process that will help you decide which new markets are the best and most profitable for you.
The post Entering New Markets first appeared on The Sales Leader.
Today I’ll share a four step process that will help you decide which new markets are the best and most profitable for you.
The post Entering New Markets first appeared on Colleen Francis - The Sales Leader.
Choose growth stagnation! In today’s podcast I’ll explain why the changing world demographic matters to your organization’s growth.
The post Go Where The Growth Is first appeared on The Sales Leader.
Choose growth stagnation! In today’s podcast I’ll explain why the changing world demographic matters to your organization’s growth.
The post Go Where The Growth Is first appeared on Colleen Francis - The Sales Leader.
Your Clients are demanding a seamless sales experience across all platforms. Are you enabled to deliver one?
The post Embracing The Technology Surge first appeared on The Sales Leader.
Your Clients are demanding a seamless sales experience across all platforms. Are you enabled to deliver one?
The post Embracing The Technology Surge first appeared on Colleen Francis - The Sales Leader.
Today I share how what you are measuring in your performance management program is going to have to change because of the changes in the buying and selling process.
The post Creating Performance Management Cultures first appeared on Colleen Francis - The Sales Leader.
Today I share how what you are measuring in your performance management program is going to have to change because of the changes in the buying and selling process.
The post Creating Performance Management Cultures first appeared on The Sales Leader.
What is a digical empire and why is it important in the B to All buying process? In today’s podcast, I’ll explain.
The post The Rise Of The Digical Empire first appeared on Colleen Francis - The Sales Leader.
What is a digical empire and why is it important in the B to All buying process? In today’s podcast, I’ll explain.
The post The Rise Of The Digical Empire first appeared on The Sales Leader.
Buyers today demand a customized sales process. Today I’ll share why and how to leverage this trend to your greatest sales advantage.
The post Know Me Before You See Me first appeared on Colleen Francis - The Sales Leader.
Buyers today demand a customized sales process. Today I’ll share why and how to leverage this trend to your greatest sales advantage.
The post Know Me Before You See Me first appeared on The Sales Leader.
Today I explain the four major elements that are directing and dominating the way your customers are buying right now. You can’t afford to ignore these trends!
The post The Future Of Buying first appeared on The Sales Leader.
Today I explain the four major elements that are directing and dominating the way your customers are buying right now. You can’t afford to ignore these trends!
The post The Future Of Buying first appeared on Colleen Francis - The Sales Leader.
In fighting on your sales team? Never! Turf wars need to be managed quickly and succinctly. In today’s podcast, I’ll share ideas on how to do it.
The post Handling Internal Turf Wars first appeared on The Sales Leader.
In fighting on your sales team? Never! Turf wars need to be managed quickly and succinctly. In today’s podcast, I’ll share ideas on how to do it.
The post Handling Internal Turf Wars first appeared on Colleen Francis - The Sales Leader.
Coaching leads to improved profitability, retention and effectiveness of your sales team. Today I’ll explain nine best practices for coaching that will help you drive accelerated sales results.
The post The Top Nine Best Practices for Coaching Your Sales People first appeared on The Sales Leader.
Coaching leads to improved profitability, retention and effectiveness of your sales team. Today I’ll explain nine best practices for coaching that will help you drive accelerated sales results.
The post The Top Nine Best Practices for Coaching Your Sales People first appeared on Colleen Francis - The Sales Leader.
Everyone wants to hire the best sellers from their competitors. But it’s not always the best strategy. Listen to this podcast to find out why.
The post Hiring Your Competitors first appeared on Colleen Francis - The Sales Leader.
Everyone wants to hire the best sellers from their competitors. But it’s not always the best strategy. Listen to this podcast to find out why.
The post Hiring Your Competitors first appeared on The Sales Leader.
Don’t let the interview be the best sales job this seller has ever completed! Today I’ll share five tips to help you identify what skills and requirements you must be …
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The post What Are The Skills and Qualifications To Look For? first appeared on Colleen Francis - The Sales Leader.
Don’t let the interview be the best sales job this seller has ever completed! Today I’ll share five tips to help you identify what skills and requirements you must be on the lookout for.
The post What Are The Skills and Qualifications To Look For? first appeared on The Sales Leader.
The best sellers often come from the most surprising sources. How creatively are you thinking? You never know where your best candidates can come from. Today, I’ll share some of my best tips to finding the best talent.
The post Where and How Do I Find The BEST Sales talent? first appeared on The Sales Leader.
The best sellers often come from the most surprising sources. How creatively are you thinking? You never know where your best candidates can come from. Today, I’ll share some of …
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The post Where and How Do I Find The BEST Sales talent? first appeared on Colleen Francis - The Sales Leader.
Don’t rush into interviewing and hiring! Success starts with planning in advance. In today’s podcast I share the six steps you MUST take before hiring a sales team.
The post Expanding Your Sales Force – The Pre-Steps first appeared on Colleen Francis - The Sales Leader.
Don’t rush into interviewing and hiring! Success starts with planning in advance. In today’s podcast I share the six steps you MUST take before hiring a sales team.
The post Expanding Your Sales Force – The Pre-Steps first appeared on The Sales Leader.
There’s no reason why every salesperson should have the same quota. In fact it’s wrong thinking to even assume that they should. In today’s podcast, I’ll tell you why.
The post Setting Sales Quotas first appeared on The Sales Leader.
There’s no reason why every salesperson should have the same quota. In fact it’s wrong thinking to even assume that they should. In today’s podcast, I’ll tell you why.
The post Setting Sales Quotas first appeared on Colleen Francis - The Sales Leader.
One thing Zig Ziglar and I agree on, his famous quote “Most sales people aim at nothing at hit it with surprising accuracy”. Hitting nothing (or just poor performance is often linked to poor target setting and unclear goals. Today …
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The post Quotas and Measurement first appeared on The Sales Leader.
One thing Zig Ziglar and I agree on, his famous quote “Most sales people aim at nothing at hit it with surprising accuracy”. Hitting nothing (or just poor performance is …
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The post Quotas and Measurement first appeared on Colleen Francis - The Sales Leader.
Never make a hiring mistake again. In today’s podcast I share how to structure your interviews so that you never get duped in a candidate interview!
The post Best Interview and Hiring Tips first appeared on The Sales Leader.
Never make a hiring mistake again. In today’s podcast I share how to structure your interviews so that you never get duped in a candidate interview!
The post Best Interview and Hiring Tips first appeared on Colleen Francis - The Sales Leader.
Is relying only on electronic marketing the smart thing to do? I’ll share with you why you need a variety of marketing types to increase your marketing success.
The post Are You Ready For Sales 3.0? first appeared on Colleen Francis - The Sales Leader.
Is relying only on electronic marketing the smart thing to do? I’ll share with you why you need a variety of marketing types to increase your marketing success.
The post Are You Ready For Sales 3.0? first appeared on The Sales Leader.
Are you taking advantage of every opportunity to grow your business? Today I’ll share some ideas on how to recognize all the opportunities that are right in front of you!
The post Opportunities Are All Around You first appeared on The Sales Leader.
Are you taking advantage of every opportunity to grow your business? Today I’ll share some ideas on how to recognize all the opportunities that are right in front of you! …
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The post Opportunities Are All Around You first appeared on Colleen Francis - The Sales Leader.
Do your company’s sales results lurch between highs and lows? My new book “Nonstop Sales Boom” explains how to break this unhealthy cycle and today I’ll share an excerpt from …
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The post A Better Way – A Nonstop Sales Boom first appeared on Colleen Francis - The Sales Leader.
Do your company’s sales results lurch between highs and lows? My new book “Nonstop Sales Boom” explains how to break this unhealthy cycle and today I’ll share an excerpt from the book!
The post A Better Way – A Nonstop Sales Boom first appeared on The Sales Leader.
In today’s podcast I share the top three traits of great sales leaders.
The post Attributes Of A Great Sales Manager first appeared on Colleen Francis - The Sales Leader.
In today’s podcast I share the top three traits of great sales leaders.
The post Attributes Of A Great Sales Manager first appeared on The Sales Leader.
The first half of 2014 is over – today I discuss what you can do to ensure you hit or exceed your goals for this year.
The post What Will You Do To Make This The Year The Greatest Ever? first appeared on Colleen Francis - The Sales Leader.
The first half of 2014 is over – today I discuss what you can do to ensure you hit or exceed your goals for this year.
The post What Will You Do To Make This The Year The Greatest Ever? first appeared on The Sales Leader.
In today’s podcast I explain the importance of having an objective sales pipeline play book and how it will lead to increased sales.
The post Taking It Over – The Sales Play Book first appeared on Colleen Francis - The Sales Leader.
In today’s podcast I explain the importance of having an objective sales pipeline play book and how it will lead to increased sales.
The post Taking It Over – The Sales Play Book first appeared on The Sales Leader.
Is your sales team a territory free-for-all? In this podcast I share why not organizing into territories is a terrible decision that’s stunting your sales growth.
The post No Sales Territory, No Sales first appeared on The Sales Leader.
Is your sales team a territory free-for-all? In this podcast I share why not organizing into territories is a terrible decision that’s stunting your sales growth.
The post No Sales Territory, No Sales first appeared on Colleen Francis - The Sales Leader.
In today’s podcast I explain why most sales training doesn’t work!
The post Why Most Companies Get Sales Training Wrong first appeared on Colleen Francis - The Sales Leader.
In today’s podcast I explain why most sales training doesn’t work!
The post Why Most Companies Get Sales Training Wrong first appeared on The Sales Leader.
In this podcast I explain the mistake most companies make when planning their growth and share a model you must understand to identify where your growth opportunities are.
The post You Want To Grow But Do You Know Where Your Growth Opportunities Are? first appeared on Colleen Francis - The Sales Leader.
In this podcast I explain the mistake most companies make when planning their growth and share a model you must understand to identify where your growth opportunities are.
The post You Want To Grow But Do You Know Where Your Growth Opportunities Are? first appeared on The Sales Leader.
When sales and marketing are not in synch lead generation dysfunction ensues. In today’s podcast I explain why sales and marketing must be coordinated to maximize sales.
The post Lead Definition – Are You In Agreement? first appeared on The Sales Leader.
When sales and marketing are not in synch lead generation dysfunction ensues. In today’s podcast I explain why sales and marketing must be coordinated to maximize sales.
The post Lead Definition – Are You In Agreement? first appeared on Colleen Francis - The Sales Leader.
Ever watch a deal crumble away from you? In this podcast I share tips to avoid this from happening by avoiding the trap of overselling and losing business.
The post Beware Of The Oversell first appeared on The Sales Leader.
Ever watch a deal crumble away from you? In this podcast I share tips to avoid this from happening by avoiding the trap of overselling and losing business.
The post Beware Of The Oversell first appeared on Colleen Francis - The Sales Leader.
In today’s podcast I explain why all buyers are not equal. Companies must say ‘no’ and ruthlessly discriminate in order to sell more and be more profitable.
The post What It Will Take To Be A Success In The Future Of Sales – Part 2 Discriminate first appeared on Colleen Francis - The Sales Leader.
In today’s podcast I explain why all buyers are not equal. Companies must say ‘no’ and ruthlessly discriminate in order to sell more and be more profitable.
The post What It Will Take To Be A Success In The Future Of Sales – Part 2 Discriminate first appeared on The Sales Leader.
In this podcast I share how companies will regain their power in the sales cycle by controlling the information flow to their prospects.
The post What It Will Take To Be A Success In The Future Of Sales Information Is Power. And Power Means More Sales first appeared on The Sales Leader.
In this podcast I share how companies will regain their power in the sales cycle by controlling the information flow to their prospects.
The post What It Will Take To Be A Success In The Future Of Sales Information Is Power. And Power Means More Sales first appeared on Colleen Francis - The Sales Leader.
Today I share the secret of handling a prospect’s objections with confidence every time.
The post The Real Secret To Handling Objections first appeared on Colleen Francis - The Sales Leader.
Today I share the secret of handling a prospect’s objections with confidence every time.
The post The Real Secret To Handling Objections first appeared on The Sales Leader.
In today’s podcast I explain why reframing objections as questions creates conversation – not combat.
The post Objection Is A Sign Of Interest first appeared on The Sales Leader.
In today’s podcast I explain why reframing objections as questions creates conversation – not combat.
The post Objection Is A Sign Of Interest first appeared on Colleen Francis - The Sales Leader.
Learn why every salesperson needs to believe in the value of the products and services they’re selling by making the first sale to themselves.
The post Get To The Point Faster first appeared on The Sales Leader.
Learn why every salesperson needs to believe in the value of the products and services they’re selling by making the first sale to themselves.
The post Get To The Point Faster first appeared on Colleen Francis - The Sales Leader.
Treating inactive customers as new prospects will bring great rewards. Today I share the importance of implementing a customer reactivation campaign.
The post Prospecting Through Customer Reactivation first appeared on The Sales Leader.
Treating inactive customers as new prospects will bring great rewards. Today I share the importance of implementing a customer reactivation campaign.
The post Prospecting Through Customer Reactivation first appeared on Colleen Francis - The Sales Leader.
Today I share how to grow your business with referrals…as long as you are not afraid to ask for them!
The post New Business Success first appeared on The Sales Leader.
Today I share how to grow your business with referrals…as long as you are not afraid to ask for them!
The post New Business Success first appeared on Colleen Francis - The Sales Leader.
In today’s podcast I share why sales reps have to think in order to profitably grow.
The post Prospecting For Growth first appeared on Colleen Francis - The Sales Leader.
In today’s podcast I share why sales reps have to think in order to profitably grow.
The post Prospecting For Growth first appeared on The Sales Leader.
Learn why every business needs to proactively put new leads into the top of the pipeline every single week.
The post Business Is Great! Do I Still Need To Prospect? first appeared on The Sales Leader.
Learn why every business needs to proactively put new leads into the top of the pipeline every single week.
The post Business Is Great! Do I Still Need To Prospect? first appeared on Colleen Francis - The Sales Leader.
Negativity erodes not only morale, but overall success of your team. Today I share 5 tips on how to avoid negativity in the workplace and create a positive and profitable …
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The post 5 Tips to Eliminating Negativity on Your Team first appeared on Colleen Francis - The Sales Leader.
Negativity erodes not only morale, but overall success of your team. Today I share 5 tips on how to avoid negativity in the workplace and create a positive and profitable team.
The post 5 Tips to Eliminating Negativity on Your Team first appeared on The Sales Leader.
Today I dispel the key myths about compensating sales professionals and discuss the importance of understanding what motivates each individual on your team.
The post Compensation Myths first appeared on Colleen Francis - The Sales Leader.
Today I dispel the key myths about compensating sales professionals and discuss the importance of understanding what motivates each individual on your team.
The post Compensation Myths first appeared on The Sales Leader.
Learn what an account nurturing program looks like and how it can help your organization with client retention.
The post What Happened to Your Customers? How Many Did You Lose and How Do You Avoid This? first appeared on Colleen Francis - The Sales Leader.
Learn what an account nurturing program looks like and how it can help your organization with client retention.
The post What Happened to Your Customers? How Many Did You Lose and How Do You Avoid This? first appeared on The Sales Leader.
This podcast reveals some easy and often over looked avenues for educating your team.
The post In Search of Knowledge first appeared on Colleen Francis - The Sales Leader.
This podcast reveals some easy and often over looked avenues for educating your team.
The post In Search of Knowledge first appeared on The Sales Leader.
This podcast examines the 4 different classification segments from the Sales Leader Classification and provides you tips on how to interact with each segment.
The post The 4 Classifications for Accounts first appeared on Colleen Francis - The Sales Leader.
This podcast examines the 4 different classification segments from the Sales Leader Classification and provides you tips on how to interact with each segment.
The post The 4 Classifications for Accounts first appeared on The Sales Leader.
Classifying accounts for growth is critical. Learn how the Sales Leader Classification model will help you avoid a classic mistake most sellers make when deciding how to classify their clients.
The post How to Classify Accounts for Growth first appeared on The Sales Leader.
Classifying accounts for growth is critical. Learn how the Sales Leader Classification model will help you avoid a classic mistake most sellers make when deciding how to classify their clients.
The post How to Classify Accounts for Growth first appeared on Colleen Francis - The Sales Leader.
Here are the steps you must follow to easily and respectfully fire a client.
The post How to Fire Clients first appeared on Colleen Francis - The Sales Leader.
Here are the steps you must follow to easily and respectfully fire a client.
The post How to Fire Clients first appeared on The Sales Leader.
Do any of your clients fit in one of these five categories? Learn how to determine which clients are worth keeping and which ones you should walk away from – …
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The post What Type of Clients Should You Fire? first appeared on Colleen Francis - The Sales Leader.
Do any of your clients fit in one of these five categories? Learn how to determine which clients are worth keeping and which ones you should walk away from – forever!
The post What Type of Clients Should You Fire? first appeared on The Sales Leader.
This best practice will assure that your client receives immediate and lasting value from your product or service with the added bonus that their objectives are met in the process.
The post Accelerating the Value Your Customer Receives first appeared on The Sales Leader.
This best practice will assure that your client receives immediate and lasting value from your product or service with the added bonus that their objectives are met in the process.
The post Accelerating the Value Your Customer Receives first appeared on Colleen Francis - The Sales Leader.
To maintain and grow your customers, you must learn to provide both tangible and intangible value. These tips will help you showcase your full value leading to client loyalty and growth.
The post Tangible and Intangible Value first appeared on The Sales Leader.
To maintain and grow your customers, you must learn to provide both tangible and intangible value. These tips will help you showcase your full value leading to client loyalty and …
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The post Tangible and Intangible Value first appeared on Colleen Francis - The Sales Leader.
In today’s podcast learn how to keep the momentum going throughout the sales process, so you can prevent projects from derailing.
The post Get and Keep the Sales Ball Rolling first appeared on Colleen Francis - The Sales Leader.
In today’s podcast learn how to keep the momentum going throughout the sales process, so you can prevent projects from derailing.
The post Get and Keep the Sales Ball Rolling first appeared on The Sales Leader.
Don’t turn your attention away from the client once they have signed a contract! Here are four important reasons why sales people need to stay engaged with their customers all the way through the project.
The post Why Sellers Must Stay Engaged During Client Engagement first appeared on The Sales Leader.
Don’t turn your attention away from the client once they have signed a contract! Here are four important reasons why sales people need to stay engaged with their customers all …
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The post Why Sellers Must Stay Engaged During Client Engagement first appeared on Colleen Francis - The Sales Leader.
Opening the door to additional conversations with your potential clients provides you more opportunity to gain their business. Stamping the word “DRAFT” on your next proposal with a new client …
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The post Always Start with Draft Proposals first appeared on Colleen Francis - The Sales Leader.
Opening the door to additional conversations with your potential clients provides you more opportunity to gain their business. Stamping the word “DRAFT” on your next proposal with a new client will provide you with this valuable opportunity. Trust me, sounds …
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The post Always Start with Draft Proposals first appeared on The Sales Leader.
Now that you have your foot in the door you need to seal the deal. This podcast gives you the questions you can use with your client to gain valuable information PLUS the language that can be used when designing …
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The post Have the Customer Design Their Own Solution first appeared on The Sales Leader.
Now that you have your foot in the door you need to seal the deal. This podcast gives you the questions you can use with your client to gain valuable …
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The post Have the Customer Design Their Own Solution first appeared on Colleen Francis - The Sales Leader.
So you have now completed the qualification process. What’s next? This podcast discusses the results of qualification PLUS the 5 signs you can use to disqualify a prospect forever.
The post The Results of Qualifications first appeared on Colleen Francis - The Sales Leader.
So you have now completed the qualification process. What’s next? This podcast discusses the results of qualification PLUS the 5 signs you can use to disqualify a prospect forever.
The post The Results of Qualifications first appeared on The Sales Leader.
The second half of the qualification process is discussed here, along with detailed instructions and questions to use.
The post Qualifying the Prospect – Part 2 of 2 first appeared on The Sales Leader.
The second half of the qualification process is discussed here, along with detailed instructions and questions to use.
The post Qualifying the Prospect – Part 2 of 2 first appeared on Colleen Francis - The Sales Leader.
The challenge of qualifying your prospects is an important one. This podcast offers 5 of the 10 steps that need to be performed in order to conduct a successful and thorough qualification process.
The post Qualifying the Prospect – Part 1 of 2 first appeared on The Sales Leader.
The challenge of qualifying your prospects is an important one. This podcast offers 5 of the 10 steps that need to be performed in order to conduct a successful and …
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The post Qualifying the Prospect – Part 1 of 2 first appeared on Colleen Francis - The Sales Leader.
These tips will help you determine who the serious buyers are and in the end, will save your sales members time and money.
The post Qualify Your Prospects Out of the Pipeline first appeared on Colleen Francis - The Sales Leader.
These tips will help you determine who the serious buyers are and in the end, will save your sales members time and money.
The post Qualify Your Prospects Out of the Pipeline first appeared on The Sales Leader.
Learn how to frame your sales pitch in such a manner that it creates a sense of urgency for your clients to buy.
The post Creating the Urgency to Engage first appeared on The Sales Leader.
Learn how to frame your sales pitch in such a manner that it creates a sense of urgency for your clients to buy.
The post Creating the Urgency to Engage first appeared on Colleen Francis - The Sales Leader.
In this podcast, you will learn a special technique that will keep you on track and prepared to close the deal with your clients at any time.
The post Closing at Every Meeting first appeared on The Sales Leader.
In this podcast, you will learn a special technique that will keep you on track and prepared to close the deal with your clients at any time.
The post Closing at Every Meeting first appeared on Colleen Francis - The Sales Leader.
This podcast explores how to sell more in less time and have more fun doing it!
The post The New Evangelist: Working Smart, Not Hard first appeared on Colleen Francis - The Sales Leader.
This podcast explores how to sell more in less time and have more fun doing it!
The post The New Evangelist: Working Smart, Not Hard first appeared on The Sales Leader.
Use these top 10 ideas to improve your sales results.
The post The New Evangelist: Top 10 Thoughts For The Month first appeared on Colleen Francis - The Sales Leader.
Use these top 10 ideas to improve your sales results.
The post The New Evangelist: Top 10 Thoughts For The Month first appeared on The Sales Leader.
It’s time to re-frame how we think about closing – a closed sale only happens when the client uses the product and realizes the value.
The post The New Evangelist: Re-thinking Closing first appeared on The Sales Leader.
It’s time to re-frame how we think about closing – a closed sale only happens when the client uses the product and realizes the value.
The post The New Evangelist: Re-thinking Closing first appeared on Colleen Francis - The Sales Leader.
You don’t have to be an expert – you just have to know where to get it! This podcast explains how to find what you need.
The post The New Evangelist: Becoming a Sales Expert first appeared on The Sales Leader.
You don’t have to be an expert – you just have to know where to get it! This podcast explains how to find what you need.
The post The New Evangelist: Becoming a Sales Expert first appeared on Colleen Francis - The Sales Leader.
Planning is the best way to yield results, it’s the best way to succeed! Often, if you’re not getting the results you’re looking for it’s due to a lack of planning. With that in mind, here’s a four step plan to …
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The post Four Steps to a Successful Sales Call first appeared on The Sales Leader.
Planning is the best way to yield results, it’s the best way to succeed! Often, if you’re not getting the results you’re looking for it’s due to a lack of …
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The post Four Steps to a Successful Sales Call first appeared on Colleen Francis - The Sales Leader.
The best salespeople are experts in a specific field of knowledge. The buyer is looking for value – are you able to solve specific problems for them?
The post The New Evangelist: Salesperson as an Expert first appeared on Colleen Francis - The Sales Leader.
The best salespeople are experts in a specific field of knowledge. The buyer is looking for value – are you able to solve specific problems for them?
The post The New Evangelist: Salesperson as an Expert first appeared on The Sales Leader.
Could you be heading for a revenue crash? Here are six often missed warning signs: Your sales team views client attraction or prospecting as drudgery work Poor performers are in …
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The post Early Warning Signs first appeared on Colleen Francis - The Sales Leader.
Could you be heading for a revenue crash? Here are six often missed warning signs: Your sales team views client attraction or prospecting as drudgery work Poor performers are in place for more than two quarters in a row Sellers …
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The post Early Warning Signs first appeared on The Sales Leader.
Finally, after removing dysfunction – here are six ways to quickly move your team towards high performance: Create excitement around your sales pipeline and process Have the team rally around a simple, single concept Protect your team Coach for opportunity, not …
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The post Strategies To Take Your Team To High Impact first appeared on The Sales Leader.
Finally, after removing dysfunction – here are six ways to quickly move your team towards high performance: Create excitement around your sales pipeline and process Have the team rally around a …
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The post Strategies To Take Your Team To High Impact first appeared on Colleen Francis - The Sales Leader.
Now that you have spotted them – here are 6 ways that you can eliminate dysfunctions from your sales team: Get the team focused on the pipeline Examine individuals behavior Look at each individual’s behavior in professional situations Hire the right …
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The post Six Ways to Eliminate Dysfunctions From Your Team first appeared on The Sales Leader.
Now that you have spotted them – here are 6 ways that you can eliminate dysfunctions from your sales team: Get the team focused on the pipeline Examine individuals behavior Look …
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The post Six Ways to Eliminate Dysfunctions From Your Team first appeared on Colleen Francis - The Sales Leader.
You have identify dysfunction before you can resolve it! Here are 5 dysfunctions to watch out for: The company isn’t focused on sales The team isn’t focusing on numbers with …
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The post The Five Dysfunctions of a Sales Team first appeared on Colleen Francis - The Sales Leader.
You have identify dysfunction before you can resolve it! Here are 5 dysfunctions to watch out for: The company isn’t focused on sales The team isn’t focusing on numbers with visual reminders The sales group doesn’t know the sales projections …
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The post The Five Dysfunctions of a Sales Team first appeared on The Sales Leader.
What has changed in your business? In this 100th podcast episode, we examine how implementation is what makes companies successful.
The post From Zero to 100 Our 100th Podcast! first appeared on Colleen Francis - The Sales Leader.
What has changed in your business? In this 100th podcast episode, we examine how implementation is what makes companies successful.
The post From Zero to 100 Our 100th Podcast! first appeared on The Sales Leader.
Don’t use email as your first approach when communicating Use appropriate social media Use technology to highlight your company’s expertise Use technology to manage all of your client information
The post Technology Best Practices first appeared on The Sales Leader.
Don’t use email as your first approach when communicating Use appropriate social media Use technology to highlight your company’s expertise Use technology to manage all of your client information
The post Technology Best Practices first appeared on Colleen Francis - The Sales Leader.
It is possible to overachieve every month, year after year. Here are 4 suggestions on how to do just that. Set goals Pay attention to all pre-sell and post-sell opportunities Leverage your clients fully Have a rigorous sales funnel in …
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The post Making Each Month Your Best Month first appeared on The Sales Leader.
It is possible to overachieve every month, year after year. Here are 4 suggestions on how to do just that. Set goals Pay attention to all pre-sell and post-sell opportunities …
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The post Making Each Month Your Best Month first appeared on Colleen Francis - The Sales Leader.
What are some of the challenges sales leaders face today and what do do about them? Want to know the answers to these and other questions? Listen to this podcast.
The post Chad Barr Sales Conversation with Colleen Francis first appeared on Colleen Francis - The Sales Leader.
What are some of the challenges sales leaders face today and what do do about them? Want to know the answers to these and other questions? Listen to this podcast.
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The post Chad Barr Sales Conversation with Colleen Francis first appeared on The Sales Leader.
Have you ever heard the saying “never put all your eggs in one basket”? In sales, you must adopt this mentality and spend equal amounts of energy and time in …
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The post The Magic Is In The Mix first appeared on Colleen Francis - The Sales Leader.
Have you ever heard the saying “never put all your eggs in one basket”? In sales, you must adopt this mentality and spend equal amounts of energy and time in both maintaining your existing customers and hunting for new business.
The post The Magic Is In The Mix first appeared on The Sales Leader.
Here are 5 ways that you can quickly generate new customers and new business: Referrals Call all existing customers Call past customers Network Meet the buyer face-to-face
The post Quickest Ways to Generate New Customers first appeared on The Sales Leader.
Here are 5 ways that you can quickly generate new customers and new business: Referrals Call all existing customers Call past customers Network Meet the buyer face-to-face
The post Quickest Ways to Generate New Customers first appeared on Colleen Francis - The Sales Leader.
Instead of measuring your customer relationships solely on the financial aspect, try using this multi-pronged approach to determine their true value: What revenue has the customer provided you to date? …
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The post Return on Customer Relationships first appeared on Colleen Francis - The Sales Leader.
Instead of measuring your customer relationships solely on the financial aspect, try using this multi-pronged approach to determine their true value: What revenue has the customer provided you to date? What referrals and testimonials has the client provided you? Has …
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The post Return on Customer Relationships first appeared on The Sales Leader.
Is your team treating objections like combat or conversations? If it’s combat you need to stop them and retrain. Teach the team reframe their mindset, focus on the dialogue and consider all objections as conversation and questions.
The post Is Your Team Afraid of Objections? first appeared on The Sales Leader.
Is your team treating objections like combat or conversations? If it’s combat you need to stop them and retrain. Teach the team reframe their mindset, focus on the dialogue and …
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The post Is Your Team Afraid of Objections? first appeared on Colleen Francis - The Sales Leader.
If you don’t know the math you can’t it your targets consistently! In this podcast I examine the closing rates between a cold call environment vs. having referred leads.
The post The New Sales Math first appeared on The Sales Leader.
If you don’t know the math you can’t it your targets consistently! In this podcast I examine the closing rates between a cold call environment vs. having referred leads.
The post The New Sales Math first appeared on Colleen Francis - The Sales Leader.
Always be recruiting. This podcast examines the importance of continually looking for great talent and offers some best practices to consider. Use a professional recruiting company the specializes in sales …
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The post Always Be Recruiting first appeared on Colleen Francis - The Sales Leader.
Always be recruiting. This podcast examines the importance of continually looking for great talent and offers some best practices to consider. Use a professional recruiting company the specializes in sales Develop an internal referral program Ask other people you interact …
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The post Always Be Recruiting first appeared on The Sales Leader.
1 is the most dangerous number in sales Your goal is to be ubiquitous. Have a broad range of clients and services, an unlimited number of channels to market, and a variety of client attraction approaches. This will assure long …
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The post Quick Hit: The Most Dangerous Number first appeared on The Sales Leader.
1 is the most dangerous number in sales Your goal is to be ubiquitous. Have a broad range of clients and services, an unlimited number of channels to market, and …
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The post Quick Hit: The Most Dangerous Number first appeared on Colleen Francis - The Sales Leader.
By considering the following habits of highly successful sales people, you too can work toward increasing your sales. Be open minded, and remove emotion from your decisions Give back to clients and community Don’t just learn. Implement often Have a …
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The post Success Behavior first appeared on The Sales Leader.
By considering the following habits of highly successful sales people, you too can work toward increasing your sales. Be open minded, and remove emotion from your decisions Give back to …
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The post Success Behavior first appeared on Colleen Francis - The Sales Leader.
Selling is relationship based. Today I share 6 tips to help you close more deals. Know the minimum and maximum of what you are trying to accomplish Always start with a draft approach Know how decisions will be made Look …
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The post Sell More In Less Time first appeared on The Sales Leader.
Selling is relationship based. Today I share 6 tips to help you close more deals. Know the minimum and maximum of what you are trying to accomplish Always start with …
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The post Sell More In Less Time first appeared on Colleen Francis - The Sales Leader.
This week on Top Sales World Jonathan Farrington and Colleen Francis debate the reasons why so many sales pipelines are in total disarray and what can be done to remedy this.
The post Forescasting and Pipeline Management 2.0 first appeared on Colleen Francis - The Sales Leader.
This week on Top Sales World Jonathan Farrington and Colleen Francis debate the reasons why so many sales pipelines are in total disarray and what can be done to remedy this.
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The post Forescasting and Pipeline Management 2.0 first appeared on The Sales Leader.
Alleviate boom and bust cycles in your sales year by paying attention to the 4 components of client engagement. Attraction, Participation, Growth, Leverage.
The post Making Every Month Your Peak Month first appeared on Colleen Francis - The Sales Leader.
Alleviate boom and bust cycles in your sales year by paying attention to the 4 components of client engagement. Attraction, Participation, Growth, Leverage.
The post Making Every Month Your Peak Month first appeared on The Sales Leader.
Can you sell successful if you are an introvert? Of course you can! And here is how.
The post How to Succeed in Sales if You’re an Introvert first appeared on Colleen Francis - The Sales Leader.
Can you sell successful if you are an introvert? Of course you can! And here is how.
The post How to Succeed in Sales if You’re an Introvert first appeared on The Sales Leader.
Here’s a reminder that after an interaction with a client, your job is to make sure they feel better off for having the interaction with you!
The post QUICK HIT – Are You Eroding Rapport? first appeared on The Sales Leader.
Here’s a reminder that after an interaction with a client, your job is to make sure they feel better off for having the interaction with you!
The post QUICK HIT – Are You Eroding Rapport? first appeared on Colleen Francis - The Sales Leader.
Instead of offering rewards and incentives to new customers, why not reward your loyal customers?
The post Rewarding Your Best Customers first appeared on The Sales Leader.
Instead of offering rewards and incentives to new customers, why not reward your loyal customers?
The post Rewarding Your Best Customers first appeared on Colleen Francis - The Sales Leader.
What’s new for 2013? Here are my predictions for how successful companies will succeed in attracting, retaining and leveraging their customers.
The post Top Predictions for This Year first appeared on Colleen Francis - The Sales Leader.
What’s new for 2013? Here are my predictions for how successful companies will succeed in attracting, retaining and leveraging their customers.
The post Top Predictions for This Year first appeared on The Sales Leader.
Today I weigh in on some interesting statistics from real world sales situations that you can profit from… if you leverage the information correctly.
The post Research That Will Affect Your Sales first appeared on Colleen Francis - The Sales Leader.
Today I weigh in on some interesting statistics from real world sales situations that you can profit from… if you leverage the information correctly.
The post Research That Will Affect Your Sales first appeared on The Sales Leader.
Often, sales people say they have tried it all. Really? I don’t buy it. If you want your situation to change you must change first.
The post Trust Me I Have Tried it All first appeared on Colleen Francis - The Sales Leader.
Often, sales people say they have tried it all. Really? I don’t buy it. If you want your situation to change you must change first.
The post Trust Me I Have Tried it All first appeared on The Sales Leader.
The difference between a good testimonial and a bad testimonial will make or break your sales win rate. Listen to this podcast to learn the three critical elements of all …
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The post Good Testimonial Sale – Bad Testimonial Repel first appeared on Colleen Francis - The Sales Leader.
The difference between a good testimonial and a bad testimonial will make or break your sales win rate. Listen to this podcast to learn the three critical elements of all good testimonials.
The post Good Testimonial Sale – Bad Testimonial Repel first appeared on The Sales Leader.
Listen to the difference between a pipeline and a forecast. I can’t stress enough that understanding the key difference is the first step to increasing forecasting accuracy and gaining buy …
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The post Differences Between Pipeline and Forecast first appeared on Colleen Francis - The Sales Leader.
Listen to the difference between a pipeline and a forecast. I can’t stress enough that understanding the key difference is the first step to increasing forecasting accuracy and gaining buy in for using the pipeline.
The post Differences Between Pipeline and Forecast first appeared on The Sales Leader.
Today, your prospects don’t just need to trust you. They also need to know that you are the expert in their business that can guide with business decisions. Today I …
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The post Trust is Not Enough first appeared on Colleen Francis - The Sales Leader.
Today, your prospects don’t just need to trust you. They also need to know that you are the expert in their business that can guide with business decisions. Today I explain how to develop expertise that will differentiate you from …
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The post Trust is Not Enough first appeared on The Sales Leader.
Sales people who do not execute the fundamental practices that lead to success make more mistakes and lose more business. When leaders miss these signs, they also miss the chance to coach their sales team so they can correct the …
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The post Dead Wood first appeared on The Sales Leader.
Sales people who do not execute the fundamental practices that lead to success make more mistakes and lose more business. When leaders miss these signs, they also miss the chance …
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The post Dead Wood first appeared on Colleen Francis - The Sales Leader.
Unidentified failing objectives or the UFO sales scenario, is the topic of discussion in this podcast. We explain how this happens, and provides a real life example to help explain the problem.
The post The UFO first appeared on The Sales Leader.
Unidentified failing objectives or the UFO sales scenario, is the topic of discussion in this podcast. We explain how this happens, and provides a real life example to help explain …
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The post The UFO first appeared on Colleen Francis - The Sales Leader.
This sign of Sales Whiplash™, called the Sales Trap, is when the entire company delivers inconsistent revenue production throughout an entire year. This Sales Trap also leads to more serious sales issue, which we explain in this podcast.
The post The Sales Trap first appeared on The Sales Leader.
This sign of Sales Whiplash™, called the Sales Trap, is when the entire company delivers inconsistent revenue production throughout an entire year. This Sales Trap also leads to more serious …
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The post The Sales Trap first appeared on Colleen Francis - The Sales Leader.
The first sign of Sales Whiplash™ is the Hockey Stick. This podcasts explains the Hockey Stick and helps you identify the trends so you can make some quick changes and turn around your results.
The post The Sales Hockey Stick first appeared on The Sales Leader.
The first sign of Sales Whiplash™ is the Hockey Stick. This podcasts explains the Hockey Stick and helps you identify the trends so you can make some quick changes and …
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The post The Sales Hockey Stick first appeared on Colleen Francis - The Sales Leader.
If you listened to my previous podcast “Why does Sales Whiplash™ Happen?”, you know what is causing your arbitrary boom and bust sales cycles. Listen to this podcast to find out how it will affect your organization.
The post Why is Sales Whiplash™ so Dangerous? first appeared on The Sales Leader.
If you listened to my previous podcast “Why does Sales Whiplash™ Happen?”, you know what is causing your arbitrary boom and bust sales cycles. Listen to this podcast to find …
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The post Why is Sales Whiplash™ so Dangerous? first appeared on Colleen Francis - The Sales Leader.
This podcast highlights four reasons why Sales Whiplash™ happens.
The post Why does Sales Whiplash™ Happen? first appeared on The Sales Leader.
This podcast highlights four reasons why Sales Whiplash™ happens.
The post Why does Sales Whiplash™ Happen? first appeared on Colleen Francis - The Sales Leader.
Are you aware of sales mistakes that slow you down? Remember to avoid these traps so you don’t fall victim to them.
The post Throwing Out the Sales Trash first appeared on Colleen Francis - The Sales Leader.
Are you aware of sales mistakes that slow you down? Remember to avoid these traps so you don’t fall victim to them.
The post Throwing Out the Sales Trash first appeared on The Sales Leader.
Tips to help you and your team re-focus and bolster your productivity.
The post Discipline, Discipline, Discipline! first appeared on The Sales Leader.
Tips to help you and your team re-focus and bolster your productivity.
The post Discipline, Discipline, Discipline! first appeared on Colleen Francis - The Sales Leader.
Finding great customers is a challenge many organizations face. In this podcast we share three ways on how to find new customers. Develop a profile characterizing who you would think …
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The post Defining and Targeting Best Customers first appeared on Colleen Francis - The Sales Leader.
Finding great customers is a challenge many organizations face. In this podcast we share three ways on how to find new customers. Develop a profile characterizing who you would think is a great customer Look at who your current customers …
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The post Defining and Targeting Best Customers first appeared on The Sales Leader.
Want to get the year started off with a bang? Check out these three tips on how to do just that.
The post Checking In – The Party is Over first appeared on Colleen Francis - The Sales Leader.
Want to get the year started off with a bang? Check out these three tips on how to do just that.
The post Checking In – The Party is Over first appeared on The Sales Leader.
This podcast discusses how to get your team working harder and smarter. By knowing your closing ratios and knowing your sales funnel numbers, you will have a clear indication of …
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The post New Sales Myth first appeared on Colleen Francis - The Sales Leader.
This podcast discusses how to get your team working harder and smarter. By knowing your closing ratios and knowing your sales funnel numbers, you will have a clear indication of where you are and what is needed in order to …
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The post New Sales Myth first appeared on The Sales Leader.
This podcast offers simple solutions to the age old problem of not accomplishing the goals that we have. Four easy steps are offered here so that you can get back on track. Define your objective and make it quantifiable Break …
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The post Why People Fail at Accomplishing Their Goals first appeared on The Sales Leader.
This podcast offers simple solutions to the age old problem of not accomplishing the goals that we have. Four easy steps are offered here so that you can get back …
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The post Why People Fail at Accomplishing Their Goals first appeared on Colleen Francis - The Sales Leader.
A continuation of how sales professionals can work more effectively. Understanding that in business, everything is personal Know that you can not rely on your “existing client” list Never treating sales as if they are a “sure thing” Not adopting …
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The post 7 Deadly Sins Against Honestly in Sales 2 of 2 first appeared on The Sales Leader.
A continuation of how sales professionals can work more effectively. Understanding that in business, everything is personal Know that you can not rely on your “existing client” list Never treating …
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The post 7 Deadly Sins Against Honestly in Sales 2 of 2 first appeared on Colleen Francis - The Sales Leader.
This podcast highlights how sales professionals can work more effectively. Continually work on proving you are trustworthy Continue prospecting Remembering that customers can buy anywhere so make sure you offer them a great relationship
The post 7 Deadly Sins Against Honestly in Sales 1 of 2 first appeared on The Sales Leader.
This podcast highlights how sales professionals can work more effectively. Continually work on proving you are trustworthy Continue prospecting Remembering that customers can buy anywhere so make sure you offer …
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The post 7 Deadly Sins Against Honestly in Sales 1 of 2 first appeared on Colleen Francis - The Sales Leader.
Stress is something that can not be stopped, but the following suggestions can help to manage it. Laugh Take breaks Reward yourself for accomplishing goals Focus your thoughts
The post Tips on Managing Stress first appeared on The Sales Leader.
Stress is something that can not be stopped, but the following suggestions can help to manage it. Laugh Take breaks Reward yourself for accomplishing goals Focus your thoughts
The post Tips on Managing Stress first appeared on Colleen Francis - The Sales Leader.
Three more ideas of how to move sales along. 4. Question your contact 5. Get a testimonial letter 6. Offer alternatives
The post Getting Caught in the Year End Trap 2 of 2 first appeared on Colleen Francis - The Sales Leader.
Three more ideas of how to move sales along. 4. Question your contact 5. Get a testimonial letter 6. Offer alternatives
The post Getting Caught in the Year End Trap 2 of 2 first appeared on The Sales Leader.
This podcast shares ideas of how sales people can move sales along. 1. Keep your pipeline full 2. Have a contest to see who can close more deals 3. Make sure there is personal contact made.
The post Getting Caught in the Year End Trap 1 of 2 first appeared on The Sales Leader.
This podcast shares ideas of how sales people can move sales along. 1. Keep your pipeline full 2. Have a contest to see who can close more deals 3. Make …
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The post Getting Caught in the Year End Trap 1 of 2 first appeared on Colleen Francis - The Sales Leader.
Passion is crucial to sales. Are you choosing to love what you do? Learn how you can be limiting your sales and profits by not having enough passion for what you’re doing.
The post Smoke What You’re Selling first appeared on The Sales Leader.
Passion is crucial to sales. Are you choosing to love what you do? Learn how you can be limiting your sales and profits by not having enough passion for what …
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The post Smoke What You’re Selling first appeared on Colleen Francis - The Sales Leader.
Colleen shares ideas to leverage your personality both online and off-line to connect with others in a meaningful way and increase profits.
The post Are You Interested and Interesting? first appeared on The Sales Leader.
Colleen shares ideas to leverage your personality both online and off-line to connect with others in a meaningful way and increase profits.
The post Are You Interested and Interesting? first appeared on Colleen Francis - The Sales Leader.
Do you know the source of all your sales problems and what you and the team can be doing about them? Listen to today’s podcast and find out!
The post What Is The Source Of All Sales Problems? first appeared on The Sales Leader.
Do you know the source of all your sales problems and what you and the team can be doing about them? Listen to today’s podcast and find out!
The post What Is The Source Of All Sales Problems? first appeared on Colleen Francis - The Sales Leader.
Listen to a real life example of a dysfunctional sales management structure and find out what to do about it.
The post It Does Not Get More Dysfunctional Than This first appeared on Colleen Francis - The Sales Leader.
Listen to a real life example of a dysfunctional sales management structure and find out what to do about it.
The post It Does Not Get More Dysfunctional Than This first appeared on The Sales Leader.
Building from the last podcast on transforming to an Enticer sales team This segment defines seven strategies to train yourself to offer unique insight to clients: 1. Read voraciously. 2. Find out what the client is most concerned about in …
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The post How To Train Yourself To Offer Unique Insights first appeared on The Sales Leader.
Building from the last podcast on transforming to an Enticer sales team This segment defines seven strategies to train yourself to offer unique insight to clients: 1. Read voraciously. 2. …
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The post How To Train Yourself To Offer Unique Insights first appeared on Colleen Francis - The Sales Leader.
Converting your team from Sales people to enticers will help you sell more, at a higher margin and with less competition. Learn how on this podcast.
The post Are You Enticing People To Buy? first appeared on The Sales Leader.
Converting your team from Sales people to enticers will help you sell more, at a higher margin and with less competition. Learn how on this podcast.
The post Are You Enticing People To Buy? first appeared on Colleen Francis - The Sales Leader.
Are you asking for referrals the wrong way? Colleen shares some tips on how to go about this in a whole new way. By doing some upfront work to determine …
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The post Pragmatic Way Of Asking For Referrals first appeared on Colleen Francis - The Sales Leader.
Are you asking for referrals the wrong way? Colleen shares some tips on how to go about this in a whole new way. By doing some upfront work to determine who you would like to be referred to as well …
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The post Pragmatic Way Of Asking For Referrals first appeared on The Sales Leader.
This segment highlights the power of referrals and discusses where some salespeople falter because of the fear of rejection or their own egos.
The post The Power of Referrals first appeared on The Sales Leader.
This segment highlights the power of referrals and discusses where some salespeople falter because of the fear of rejection or their own egos.
The post The Power of Referrals first appeared on Colleen Francis - The Sales Leader.
In today’s market, getting somebody to know and trust you is just not enough. Of utmost importance now is the ability to have your potential customers to view you as …
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The post Trust Is Not Enough first appeared on Colleen Francis - The Sales Leader.
In today’s market, getting somebody to know and trust you is just not enough. Of utmost importance now is the ability to have your potential customers to view you as an expert and to provide proof that you indeed know …
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The post Trust Is Not Enough first appeared on The Sales Leader.
This podcast explains what the old process was that salespeople typically used in the buying and selling process and what today’s selling process looks like. The emphasis here is that the early stages of the process is now controlled by …
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The post Understanding The New Sales Process first appeared on The Sales Leader.
This podcast explains what the old process was that salespeople typically used in the buying and selling process and what today’s selling process looks like. The emphasis here is that …
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The post Understanding The New Sales Process first appeared on Colleen Francis - The Sales Leader.
The importance of nurturing current clients is of utmost importance. This three step process can help you assure that long relationship with them. Refine Align Implement
The post Cross-Selling and Up-selling To Existing Customers first appeared on Colleen Francis - The Sales Leader.
The importance of nurturing current clients is of utmost importance. This three step process can help you assure that long relationship with them. Refine Align Implement
The post Cross-Selling and Up-selling To Existing Customers first appeared on The Sales Leader.
Here are four tips that can help you improve your sales team results. Love the one you are with by keeping existing customers happy. Get feedback from your customers. Get connected. Make a direct link with each customer and make …
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The post Improving Your Sales Team’s Success first appeared on The Sales Leader.
Here are four tips that can help you improve your sales team results. Love the one you are with by keeping existing customers happy. Get feedback from your customers. Get …
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The post Improving Your Sales Team’s Success first appeared on Colleen Francis - The Sales Leader.
Often, sales teams hit slumps and need help to dust themselves off and regain momentum. Here are six coaching tips that can help. Reconnect them with their plans and have …
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The post Six Coaching Tips For Sales Reps first appeared on Colleen Francis - The Sales Leader.
Often, sales teams hit slumps and need help to dust themselves off and regain momentum. Here are six coaching tips that can help. Reconnect them with their plans and have them recommit to their action plan (or create a new …
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The post Six Coaching Tips For Sales Reps first appeared on The Sales Leader.
Do you want to know what the warning signs of sales traps are and how you can steer clear of them? By paying attention to your sales pipeline on a consistent basis to make sure it is stable or growing …
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The post Warning Signs of Sales Traps first appeared on The Sales Leader.
Do you want to know what the warning signs of sales traps are and how you can steer clear of them? By paying attention to your sales pipeline on a …
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The post Warning Signs of Sales Traps first appeared on Colleen Francis - The Sales Leader.
This podcast examines reasons that companies fall in to a sales trap. Complacency, consistency and a general dislike for prospecting are the reasons discussed here. The emphasis is placed on …
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The post Why Companies Fall In To The Sales Trap first appeared on Colleen Francis - The Sales Leader.
This podcast examines reasons that companies fall in to a sales trap. Complacency, consistency and a general dislike for prospecting are the reasons discussed here. The emphasis is placed on the need to prospect on a regular basis.
The post Why Companies Fall In To The Sales Trap first appeared on The Sales Leader.
Times sure have changed. In this podcast, I explain that both quality and quantity are equally important. Assuring that you have multiple buyers with great contacts will assure that your company can move forward and prosper, no matter what happens.
The post It’s The Quality Of The Relationship That Counts first appeared on The Sales Leader.
Times sure have changed. In this podcast, I explain that both quality and quantity are equally important. Assuring that you have multiple buyers with great contacts will assure that your …
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The post It’s The Quality Of The Relationship That Counts first appeared on Colleen Francis - The Sales Leader.
The old saying “it’s just business, it’s not personal” couldn’t be farther from the truth in today’s world. This podcast stresses the importance of customer’s feeling as though they trust the companies they are doing business with, and how organizations …
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The post It’s Just Business, It’s Not Personal, Is Not True Today first appeared on The Sales Leader.
The old saying “it’s just business, it’s not personal” couldn’t be farther from the truth in today’s world. This podcast stresses the importance of customer’s feeling as though they trust …
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The post It’s Just Business, It’s Not Personal, Is Not True Today first appeared on Colleen Francis - The Sales Leader.
This podcast explains that in today’s business world, most customers have already built a rapport with your company by conducting searches on your products and/or services, and by networking with other professionals.
The post Building Rapport With Clients – Or Is It The Other Way Around? first appeared on The Sales Leader.
This podcast explains that in today’s business world, most customers have already built a rapport with your company by conducting searches on your products and/or services, and by networking with …
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The post Building Rapport With Clients – Or Is It The Other Way Around? first appeared on Colleen Francis - The Sales Leader.
This podcast examines some common expressions and traditional thinking that can get in the way of optimizing sales. The focus here is to treat each customer as individuals so they …
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The post Traditional Wisdom Getting In The Way first appeared on Colleen Francis - The Sales Leader.
This podcast examines some common expressions and traditional thinking that can get in the way of optimizing sales. The focus here is to treat each customer as individuals so they will feel nurtured and you will have repeat clients.
The post Traditional Wisdom Getting In The Way first appeared on The Sales Leader.
Here we uncover the benefits of continual recruiting to assure that you have the best sales team possible while facing issues of: employees leaving, poor performance, or preparing for a growth spurt. Details are provided in this podcast on how …
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The post Recruiting Great Sales People first appeared on The Sales Leader.
Here we uncover the benefits of continual recruiting to assure that you have the best sales team possible while facing issues of: employees leaving, poor performance, or preparing for a …
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The post Recruiting Great Sales People first appeared on Colleen Francis - The Sales Leader.
If you want you and your team to be successful, you must have a positive attitude! This podcast shines a light on the relationship between your attitude and your success as well as how others around you can affect you.
The post Positive Attitudes All Around first appeared on The Sales Leader.
If you want you and your team to be successful, you must have a positive attitude! This podcast shines a light on the relationship between your attitude and your success …
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The post Positive Attitudes All Around first appeared on Colleen Francis - The Sales Leader.
This podcast uncovers the devastating effects of poisonous thoughts and negative self talk amongst your sales team. Making your product or service is the best by explaining the value you are providing your customer is one way to keep a …
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The post Negative Self Talk first appeared on The Sales Leader.
This podcast uncovers the devastating effects of poisonous thoughts and negative self talk amongst your sales team. Making your product or service is the best by explaining the value you …
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The post Negative Self Talk first appeared on Colleen Francis - The Sales Leader.
Today we discuss the importance of networking with people, face-to-face. There are four tried and true networking techniques that will help you gain referrals. Be prepared all the time, no matter where you are, and be prepared with questions to …
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The post The Importance of In-Person Networking first appeared on The Sales Leader.
Today we discuss the importance of networking with people, face-to-face. There are four tried and true networking techniques that will help you gain referrals. Be prepared all the time, no …
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The post The Importance of In-Person Networking first appeared on Colleen Francis - The Sales Leader.
In this podcast, I share four steps to creating a plan for the upcoming business year. Step 1 is to define what it is you are trying to accomplish by …
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The post Planning For The Upcoming Year first appeared on Colleen Francis - The Sales Leader.
In this podcast, I share four steps to creating a plan for the upcoming business year. Step 1 is to define what it is you are trying to accomplish by establishing a number that is attainable, yet challenging. Next is …
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The post Planning For The Upcoming Year first appeared on The Sales Leader.
In this podcast I explain what the sales trap is, and how to recognize when it occurs. Often extreme success is followed by a dry period. The grunt work of sales including cold calling and prospecting is often forgotten when …
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The post The Sales Trap first appeared on The Sales Leader.
In this podcast I explain what the sales trap is, and how to recognize when it occurs. Often extreme success is followed by a dry period. The grunt work of …
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The post The Sales Trap first appeared on Colleen Francis - The Sales Leader.
Accountability must front and centre when dealing with your sales employees. If leaders allow their employees to make excuses for poor performance on a regular basis, they will eventually lower …
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The post The Concept Of Accountability first appeared on Colleen Francis - The Sales Leader.
Accountability must front and centre when dealing with your sales employees. If leaders allow their employees to make excuses for poor performance on a regular basis, they will eventually lower the standards of the entire sales team across the board. …
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The post The Concept Of Accountability first appeared on The Sales Leader.
Today I continue my discussion on the importance of investing in your sales force with the focus on investing time. Time for one on one coaching helps to increase the success of your employees and in turn, increase revenue for …
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The post Investing In Your Sales Force – Part 2 of 2 first appeared on The Sales Leader.
Today I continue my discussion on the importance of investing in your sales force with the focus on investing time. Time for one on one coaching helps to increase the …
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The post Investing In Your Sales Force – Part 2 of 2 first appeared on Colleen Francis - The Sales Leader.
Today I discuss the importance of investing in resources in order to help your sales team succeed. This includes three considerations such as investing in new ideas, training for your …
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The post Investing In Your Sales Force – Part 1 of 2 first appeared on Colleen Francis - The Sales Leader.
Today I discuss the importance of investing in resources in order to help your sales team succeed. This includes three considerations such as investing in new ideas, training for your sales team and investing in tools such as new technology …
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The post Investing In Your Sales Force – Part 1 of 2 first appeared on The Sales Leader.
Here are twelve tips on how to prospect for new clients.
The post Twelve Best Ways To Obtain New Clients first appeared on The Sales Leader.
Here are twelve tips on how to prospect for new clients.
The post Twelve Best Ways To Obtain New Clients first appeared on Colleen Francis - The Sales Leader.
Testimonials are the most cost effective tool to aid in gaining new business. She uncovers three big myths that people have when it comes to testimonials and explains why they …
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The post The Importance of Testimonials first appeared on Colleen Francis - The Sales Leader.
Testimonials are the most cost effective tool to aid in gaining new business. She uncovers three big myths that people have when it comes to testimonials and explains why they are inaccurate.
The post The Importance of Testimonials first appeared on The Sales Leader.
Build customers for life and building relationships throughout your entire organization with your client is of utmost important. Organizations should also develop a genuine interest in clients business and have a commitment from every department to provide a great customer …
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The post Building Customers For Life first appeared on The Sales Leader.
Build customers for life and building relationships throughout your entire organization with your client is of utmost important. Organizations should also develop a genuine interest in clients business and have …
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The post Building Customers For Life first appeared on Colleen Francis - The Sales Leader.
The conclusion of our series on referrals. Listen to tips on creating a networking club and gathering personal details about your customers.
The post How To Get Referrals – Part 3 first appeared on The Sales Leader.
The conclusion of our series on referrals. Listen to tips on creating a networking club and gathering personal details about your customers.
The post How To Get Referrals – Part 3 first appeared on Colleen Francis - The Sales Leader.
Today we share less assertive ways to obtain referrals including writing letters, thank you notes and sending gifts.
The post How To Get Referrals – Part 2 first appeared on The Sales Leader.
Today we share less assertive ways to obtain referrals including writing letters, thank you notes and sending gifts.
The post How To Get Referrals – Part 2 first appeared on Colleen Francis - The Sales Leader.
This is the start of a 3 part referral series. In part 1 I highlight starting a monthly advocate program and developing a culture of referrals within your own company.
The post How To Get Referrals first appeared on The Sales Leader.
This is the start of a 3 part referral series. In part 1 I highlight starting a monthly advocate program and developing a culture of referrals within your own company.
The post How To Get Referrals first appeared on Colleen Francis - The Sales Leader.
The quality and quantity of your relationships will dictate your repeat clients. Asking for money every time you contact a client will erode the relationship. Asking personal questions or providing …
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The post Ways To Protect Our Customer Base first appeared on Colleen Francis - The Sales Leader.
The quality and quantity of your relationships will dictate your repeat clients. Asking for money every time you contact a client will erode the relationship. Asking personal questions or providing a client with extra value will help you begin a …
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The post Ways To Protect Our Customer Base first appeared on The Sales Leader.
Salespeople must have to have a strong personal rapport with their clients. At the same time, your clients must build rapport with multiple team members inside your company.. Customer advisory …
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The post What If Rapport Is Too Strong Between Client and Salesperson first appeared on Colleen Francis - The Sales Leader.
Salespeople must have to have a strong personal rapport with their clients. At the same time, your clients must build rapport with multiple team members inside your company.. Customer advisory panels are a great way to make your clients feel …
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The post What If Rapport Is Too Strong Between Client and Salesperson first appeared on The Sales Leader.
Today I share the downfalls salespeople make when dealing with difficult clients including; over communicating, thanking them for their openness, and offering them a resolution.
The post Overcoming Problems With Clients first appeared on The Sales Leader.
Today I share the downfalls salespeople make when dealing with difficult clients including; over communicating, thanking them for their openness, and offering them a resolution.
The post Overcoming Problems With Clients first appeared on Colleen Francis - The Sales Leader.
Here I share three key considerations when going through the sales process. They include: talking less and listening more, do what you said you were going to do and making …
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The post Making The Sales Process Memorable first appeared on Colleen Francis - The Sales Leader.
Here I share three key considerations when going through the sales process. They include: talking less and listening more, do what you said you were going to do and making sure you actually care about your buyer.
The post Making The Sales Process Memorable first appeared on The Sales Leader.
On this podcast we discuss the challenge of keeping individuals motivated. Finding out what motivates each individual is the key to everyone’s success.
The post Motivating Different Personality Types All AT Once first appeared on The Sales Leader.
On this podcast we discuss the challenge of keeping individuals motivated. Finding out what motivates each individual is the key to everyone’s success.
The post Motivating Different Personality Types All AT Once first appeared on Colleen Francis - The Sales Leader.
Listen to the mistakes I see sales leaders make in the sales process. 1. Not having a process. 2. Not assigning probabilities to your sales process. 3. Not being prepared for the common questions your prospects are bound to have!
The post Top 3 Process Mistakes Within a Sales Team first appeared on The Sales Leader.
Listen to the mistakes I see sales leaders make in the sales process. 1. Not having a process. 2. Not assigning probabilities to your sales process. 3. Not being prepared …
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The post Top 3 Process Mistakes Within a Sales Team first appeared on Colleen Francis - The Sales Leader.
Listen as I share solutions for improving your sales teams including better communication, for individuals and teams as well as communication with your executives.
The post Bridging the Communication Gap first appeared on The Sales Leader.
Listen as I share solutions for improving your sales teams including better communication, for individuals and teams as well as communication with your executives.
The post Bridging the Communication Gap first appeared on Colleen Francis - The Sales Leader.
Listen for 4 best practices for building a compensation plan for your team including: The importance of rolling your plan out early Testing to make sure it works Rewarding behaviors …
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The post Best Practices For Effective Compensation first appeared on Colleen Francis - The Sales Leader.
Listen for 4 best practices for building a compensation plan for your team including: The importance of rolling your plan out early Testing to make sure it works Rewarding behaviors geared toward the goals you are looking to achieve.
The post Best Practices For Effective Compensation first appeared on The Sales Leader.
How to get your entire team performing at the same rate at the same time.
The post Getting Consistent Results Across Entire Sales Teams first appeared on The Sales Leader.
How to get your entire team performing at the same rate at the same time.
The post Getting Consistent Results Across Entire Sales Teams first appeared on Colleen Francis - The Sales Leader.
What is the best way to handle those individuals who consider themselves better than the rest and are a negative personality in your team environment? Listen to today’s podcast and find out!
The post How To Handle Prima-donna’s first appeared on The Sales Leader.
What is the best way to handle those individuals who consider themselves better than the rest and are a negative personality in your team environment? Listen to today’s podcast and …
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The post How To Handle Prima-donna’s first appeared on Colleen Francis - The Sales Leader.
Today we examine three considerations you should keep in mind when hiring people for your sales team.
The post Hiring Salespeople first appeared on Colleen Francis - The Sales Leader.
Today we examine three considerations you should keep in mind when hiring people for your sales team.
The post Hiring Salespeople first appeared on The Sales Leader.
A detailed pipeline review every month is one of the most important things you can do to improve the productivity of your sales force.
The post Pipeline Management first appeared on Colleen Francis - The Sales Leader.
A detailed pipeline review every month is one of the most important things you can do to improve the productivity of your sales force.
The post Pipeline Management first appeared on The Sales Leader.
Today I stress the best practices for maintaining customer loyalty. Asking for referrals, involving yourself in customer’s personal interests, and business life, and building corporate rapport are all keys to …
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The post Building Relationships Across The Entire Organization first appeared on Colleen Francis - The Sales Leader.
Today I stress the best practices for maintaining customer loyalty. Asking for referrals, involving yourself in customer’s personal interests, and business life, and building corporate rapport are all keys to understand.
The post Building Relationships Across The Entire Organization first appeared on The Sales Leader.
Trust is built over time. In this podcast I explain how to build trust, including the important point of NOT over promising and under delivering.
The post Delivering In The Post Sales Stage first appeared on The Sales Leader.
Trust is built over time. In this podcast I explain how to build trust, including the important point of NOT over promising and under delivering.
The post Delivering In The Post Sales Stage first appeared on Colleen Francis - The Sales Leader.
Today I discuss the importance of hitting and exceeding your targets and what metrics to pay attention to so that you hit your targets consistently.
The post Key Challenges Executives Face first appeared on Colleen Francis - The Sales Leader.
Today I discuss the importance of hitting and exceeding your targets and what metrics to pay attention to so that you hit your targets consistently.
The post Key Challenges Executives Face first appeared on The Sales Leader.
Got Grumpy? Today’s podcast offers tips to creating a cohesive team that reaches (or exceeds) sales goals.
The post Creating a Cohesive Team first appeared on The Sales Leader.
Got Grumpy? Today’s podcast offers tips to creating a cohesive team that reaches (or exceeds) sales goals.
The post Creating a Cohesive Team first appeared on Colleen Francis - The Sales Leader.
When you are faced with a problem in your business listen to the number first!
The post Subjective VS Objective Data and Communication Breakdown first appeared on Colleen Francis - The Sales Leader.
When you are faced with a problem in your business listen to the number first!
The post Subjective VS Objective Data and Communication Breakdown first appeared on The Sales Leader.
Listen as I share my thoughts on what sales executives can do with their team to implement strategic direction.
The post Successfully Implementing Strategic Direction first appeared on Colleen Francis - The Sales Leader.
Listen as I share my thoughts on what sales executives can do with their team to implement strategic direction.
The post Successfully Implementing Strategic Direction first appeared on The Sales Leader.
What is the sales funnel? And why is it important to maintaining an objective view of what deals will close when?
The post The Sales Funnel first appeared on The Sales Leader.
What is the sales funnel? And why is it important to maintaining an objective view of what deals will close when?
The post The Sales Funnel first appeared on Colleen Francis - The Sales Leader.
There is NOT a one-size-fits-all best sales process. Sales processes differ from organization to organization and situation to situation. In this podcast I share three sales processes that every company …
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The post Identifying Best Sales Process first appeared on Colleen Francis - The Sales Leader.
There is NOT a one-size-fits-all best sales process. Sales processes differ from organization to organization and situation to situation. In this podcast I share three sales processes that every company must have in place.
The post Identifying Best Sales Process first appeared on The Sales Leader.
Companies need to hire individuals with the right experience to do the job. Key points in this podcast are 1) Don’t think that just because a potential hire was successful …
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The post Biggest Mistakes Made With Sales Teams first appeared on Colleen Francis - The Sales Leader.
Companies need to hire individuals with the right experience to do the job. Key points in this podcast are 1) Don’t think that just because a potential hire was successful at their previous job, they will be successful with you. …
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The post Biggest Mistakes Made With Sales Teams first appeared on The Sales Leader.
Today I explain ways to create exponential sales results. These include sharing success stories, getting your teams out their publically with face to face experiences and social media.
The post Leveraging Sales Teams For Greater Success first appeared on The Sales Leader.
Today I explain ways to create exponential sales results. These include sharing success stories, getting your teams out their publically with face to face experiences and social media.
The post Leveraging Sales Teams For Greater Success first appeared on Colleen Francis - The Sales Leader.
Many clients are moving from commodity based process to a value based process. On going mentoring and training for your sales professionals, reducing sales cycles, having a structure that is …
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The post Challenges and Best Practices first appeared on Colleen Francis - The Sales Leader.
Many clients are moving from commodity based process to a value based process. On going mentoring and training for your sales professionals, reducing sales cycles, having a structure that is built for speed and keeping your customers focus on you …
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The post Challenges and Best Practices first appeared on The Sales Leader.
Today I share key reasons why an outside consultant can pay huge dividends. Organizations are often too close to the problem or they run out of fresh new ideas. Also, teams that have been in place for a long time …
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The post Benefits of Using an Outside Consultant first appeared on The Sales Leader.
Today I share key reasons why an outside consultant can pay huge dividends. Organizations are often too close to the problem or they run out of fresh new ideas. Also, …
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The post Benefits of Using an Outside Consultant first appeared on Colleen Francis - The Sales Leader.
In this podcast I discuss what we do for clients to achieve clarity. Clearing the “fog” as to what the current challenges and problems are is the first step.
The post The Importance of Bringing Clarity to Your Problems first appeared on The Sales Leader.
In this podcast I discuss what we do for clients to achieve clarity. Clearing the “fog” as to what the current challenges and problems are is the first step.
The post The Importance of Bringing Clarity to Your Problems first appeared on Colleen Francis - The Sales Leader.
Colleen explains that her best clients are not afraid of change - they measure results and are focused on numbers.
The post What Our Clients Do Differently To Achieve Success first appeared on Colleen Francis - The Sales Leader.
Colleen explains that her best clients are not afraid of change - they measure results and are focused on numbers.
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The post What Our Clients Do Differently To Achieve Success first appeared on The Sales Leader.
Listen to today's podcast as I share my experience with our best clients.
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The post Profile of our Best Clients first appeared on The Sales Leader.
Listen to today's podcast as I share my experience with our best clients.
The post Profile of our Best Clients first appeared on Colleen Francis - The Sales Leader.
Building a high-functioning sales team is no easy task, especially for startup companies or any business eying expansion. I was honored to discuss the do’s and don’t with the producers …
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The post Startup Sales Dos and Don’ts: A Podcast with Colleen Francis first appeared on Colleen Francis - The Sales Leader.
Building a high-functioning sales team is no easy task, especially for startup companies or any business eying expansion. I was honored to discuss the do’s and don’t with the producers of Labcast. Listen to this segment where we discuss calls …
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The post Startup Sales Dos and Don’ts: A Podcast with Colleen Francis first appeared on The Sales Leader.
I recently recorded a podcast for www.saleopedia.com that has been receiving a great response. I’m not sure if you are a salesopedia subscriber so I thought I would forward you …
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The post Podcast on referrals first appeared on Colleen Francis - The Sales Leader.
I recently recorded a podcast for www.saleopedia.com that has been receiving a great response. I’m not sure if you are a salesopedia subscriber so I thought I would forward you the link directly. (You should sign up for their newsletter, …
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The post Podcast on referrals first appeared on The Sales Leader.