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Colleen Francis Articles

Guest post by: Colleen Francis

Three big challenges every executive struggles with to meet targets and how you can solve them - Click To Read Article
As a VP of sales, you’re constantly on the lookout for that winning edge to help you and your organization consistently achieve and even surpass your revenue targets. Success in sales is everything. Among executives, it is the most important thing that we are all measured on.

Building a sum even greater than its parts: Why it’s essential to create a cohesive sales team. - Click To Read Article
“Coming together is a beginning, staying together is progress and working together is success.” Henry Ford, one of the great industrialists of the 20th century, said that about the importance of teamwork and of how it applies to businesses of all sizes.

Price, Price, Price!!! Six steps you can take to keep cut-rate competitors from stealing your customers - Click To Read Article
In this article we are going to take a closer look at an all-too common problem: what you can do to close an existing customer when your competition keeps lowering their price

The key to better decision making: knowing the difference between what you know is true versus what you feel is true. - Click To Read Article
In business, your success hinges on the decision-making process you use to solve problems. Sound decisions are determined by making the right choices for the right reasons from a range of potential options.

Debunking the perfect sales process myth: Three steps to help you to better meet the unique needs of every customer or prospect - Click To Read Article
“How do I build the perfect sales cycle or the perfect sales process?” I’m often asked this question and my answer tends to disappoint those who are looking for quick answers to challenging problems.

Three things you must do before putting pedal to the metal and accelerating your sales - Click To Read Article
Having a well-oiled sales team and a great product ready to launch can fill your head with a lot of tempting plans. Just like finding a shiny roadster waiting in your garage on a sunny day and that wide open road beckoning, the urge can be irresistable to turn the key, hit the accerlator and see just how fast that thing can go. Don’t start your engine quite yet. There’s an important checklist you need to pay attention to first.

Smartening Up Your Message as part of Your Sales Strategy for Success - Click To Read Article
How do I help my sales team sell more and be more successful? It’s a question that’s never far from the thoughts of many managers and executives these days.

Why Creating Great Content Needs to be One of Your Top Goals - Click To Read Article
In today's market, you and your organization are more than sales professionals: you’re subject experts who can offer something of value to customers and prospects.

Seven Things You Can Do Today to Make It Easier to Get in the Door and Sell - Click To Read Article
In sales, not all doors are easy to open. Some require a bit of forethought and some even require a bit of courage to enter.

Closing Practices Engineered to Sell More in Less Time - Click To Read Article
So much has happened in a short period, such that today is a really exciting time to thrive if you’re prepared to respond to wisely to trends while emulating timeless approaches that work.

The power of being an insider: thought leadership - Click To Read Article
Whether you are a selling professional or the head of a team of sales reps, if you want to consistently meet and exceed sales targets in your organization, there are fundamental business habits that you need to emulate every day. As a seasoned sales trainer and coach, I would like to share with you today one of those key habits, and show you how you can implement it right away in your work.

Build rapport to navigate enterprise organizations - Click To Read Article
You know the old adage about how it’s unwise to put all your eggs in one basket. That wisdom applies just as much to sales today. As you may have heard me say before, one is the most dangerous number in sales. You are at risk if all of your information or all of your business comes from a single point of contact.

Building a winning strategy for selling to large organizations - Click To Read Article
Private coaching clients are telling us regularly how important it is for them to broaden their skills to do a better job of thinking strategically and managing large accounts. Those are areas that we are focusing on increasingly here at Engage Selling. I recognize-just as you do-that so much activity in sales today is happening at the enterprise level, so success here is vital.

Digging Deeper for a Lasting Connection: The Client Engagement Process for Large Accounts - Click To Read Article
There are big changes taking place in the marketplace today in how to successfully manage large enterprise accounts. To think like a businessperson who sells-rather than a salesperson who just does business-you must pay careful attention to managing every one of your accounts strategically.

Tending Your Client Garden - Click To Read Article
Have you ever wondered why a relationship with a client who loved buying your product or service falls through the cracks? Do you want to learn how to bring an old client back into the fold, or breathe new life into an existing business relationship? The solution to re-establishing those valuable connections is a lot simpler than most people realize.

Secrets of the Top 10% - Part I: Love What You Do - Click To Read Article
The truth is, people who don't love what they do, or aren't passionate about the business they're in, will never be truly successful. Oh sure, they may get by, they may even do reasonably well. But they're never going to reach the peak of their industry, their potential - or their earning power

Secrets of the Top 10% - Part 2: Compassion in Sales - Click To Read Article
Top performers put their customers first, because they know that they'll never succeed at an elite level if their objective is solely to sell stuff to other people. The top 10% know that they can only be successful if they're focused instead on helping other people to buy.

Secrets of the Top 10% - Part III: Honesty Sells! - Click To Read Article
Lies not only damage your ability to communicate with your clients. In many cases, they can lead to a complete breakdown in communication that can be difficult - or even impossible - to repair.

Secrets of the Top 10% - Part IV: Stay Focused! - Click To Read Article
Top performers don't master processes; they master behaviors. It's those "success behaviors" that we are examining in this series, and which we'll continue to explore today when we uncover the importance of Staying Focused!

Secrets of the Top 10% - Part V: Get to Work! - Click To Read Article
Preparation is important. But top performers don't spend their valuable calling time doing hours of Web surfing or reading annual reports. The Top 10% understand that the key to avoiding "paralysis by analysis" is to strike a balance between having enough knowledge to engage the customer in an intelligent and informed manner, but not so much that they come off sounding like a know-it-all.

The Fine Line Between Persistence and Stalking! - Click To Read Article
In sales, there's a fine line between persistence and stalking. In my experience, with the exception of prospects who are already in the sales cycle, that line is usually drawn at about once every 6 weeks. So given that you only have once every 6 weeks to make a direct impression on your "B" and "C" list prospects, how can you make sure those follow-up calls have the greatest possible impact?

Three Must-Have Testimonial Types! - Click To Read Article
With written testimonials there are three versions you want to include in your materials. The good news is that you don’t have to get three testimonials from each client. You just need to know how to chop up a letter effectively to create the format you need. Here are some examples you can consider for your business

Your Million-Dollar Testimonial Strategy: Using Testimonials to Counter Objections - Click To Read Article
At the end of the day, your job in selling your product and service is to have the prospect trust what you tell them. Trust that they can obtain the results you indicate. And if they have an objection, trust your explanation on why it shouldn't be a roadblock. We already know that testimonials are the single most trusted source of information for prospects so using them for objections is the most important thing you can do for effective objection handling.

The Most Useful and Most Under-Used Sales Tool, Ever! The Amazing Power of Testimonials - Click To Read Article
For any sales professional interested in selling more to more people in less time, testimonials are an absolutely vital part of the formula for success. If you're not using them in your business right now, you are missing out on one of the most useful and under-used sales tools...ever!

53 Ways to Use Testimonials - Click To Read Article
Unsure how to use rave reviews in your business? Here are 53 ideas every business can implement to help your customers sell for you!





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