The Sales Leader - Cutting Edge Sales Strategies

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 … The post Start The Year With A Bang first appeared on Colleen Francis - 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 … 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 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 … The post Millennials, Schlimennials 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 … The post Leveraging Social Media In B2B Sales 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 … The post Own The Relationship Before Introducing Others 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 … The post Identifying The Corporate Players first appeared on Colleen Francis - 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 … 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 … The post Nine Powerful Sales Insights 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 … The post How To Create Massive ROI first appeared on Colleen Francis - 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 … 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 … The post High, Wide and Deep 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 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 Colleen Francis - 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 … 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 … 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 … 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 … 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 … 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 … The post What Are Corporate Silos And How Do We Break Them Down first appeared on Colleen Francis - 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 … 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 … The post Developing A Sales Team Culture 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 … The post Technology Self Test first appeared on Colleen Francis - 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 … 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 … The post Are Your Sales And Marketing Efforts Aligned? 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 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 Colleen Francis - 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.

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 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 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 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 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 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 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 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.

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.

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.

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 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 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.

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 … The post What Are The Skills and Qualifications To Look For? first appeared on Colleen Francis - 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 … 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.

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 … The post Quotas and Measurement first appeared on Colleen Francis - The Sales Leader.