Category: Sales
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.
Sales
Smartening Up Your Message as part of Your Sales Strategy for Success
Submitted by Colleen Francis on January 20, 2012
Why Creating Great Content Needs to be One of Your Top Goals
Submitted by Colleen Francis on January 12, 2012
Category: Sales
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.
Closing Practices Engineered to Sell More in Less Time
Submitted by Colleen Francis on December 8, 2011
Category: Sales
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.
Seven Things You Can Do Today to Make It Easier to Get in the Door and Sell
Submitted by Colleen Francis on November 11, 2011
Category: Sales
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.
Build Rapport to Navigate Enterprise Organizations
Submitted by Colleen Francis on November 2, 2011
Category: Sales
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.
The power of being an insider: thought leadership
Submitted by Colleen Francis on October 14, 2011
Category: Sales
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.
Digging Deeper for a Lasting Connection: The Client Engagement Process for Large Accounts
Submitted by Colleen Francis on September 30, 2011
Category: Sales
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.
Building a Winning Strategy for Selling to Large Organizations
Submitted by Colleen Francis on September 26, 2011
Category: Sales
Selling at the enterprise level is different compared to other levels. Conventional wisdom points to such distinctions as the fact you’re dealing with many decision makers at once and that buying decisions take longer. There is new challenge emerging, however. The rules governing enterprise sales today have changed…dramatically.
Tending Your Client Garden
Submitted by Colleen Francis on August 15, 2011
Category: Sales
A business is like a garden: it needs consistent attention if it’s going to grow. And if you want your business to thrive, your clients need to be nurtured.
Pipeline Reviews: Asking Tough Questions to Close More Business
Submitted by Colleen Francis on July 26, 2011
Category: Sales
...professionals need to be able to think beyond the accounts they are responsible for, and to be objective about every aspect of what comprises their pipeline. Sounds simple, right? Wrong! Far too often, sellers make the mistake of trusting their unchecked assumptions and are blinded by what might actually be happening on an account.