Colleen Francis

Decision paralysis is a real thing. It’s when your buyers are so overwhelmed with information that they can’t make a decision. Best case, … [Read more...] about Helping the Customer Through Decision Paralysis | Sales Strategies

Want to know my favorite sales question? It’s powerful, versatile, and helps you become a better sales leader. The question is … [Read more...] about My Favorite Sales Question

All value-based selling—when done effectively—is about correctly defining the benefits of your product or service based on what matters to your … [Read more...] about Mastering Value-Based Selling: Personal vs. Operational

Could your sales process use a little more assertiveness? A lack of assertiveness in sales often comes in the form of, well, not even asking for the … [Read more...] about Assertiveness in Your Sales Process

Far too many sales organizations focus only on the internal KPIs (the things that drive your performance): sales velocity, sales process, your funnel, … [Read more...] about Look Outside Your Sales Organization | Sales Strategies

Good help is hard to find? Not necessarily. A potentially untapped talent source may be right under your nose. Job sites, referrals, social media … [Read more...] about A Potentially Untapped Talent Source

Creating and maintaining a high-growth, high-profit business in your marketplace—one where sellers, leaders, and customers all thrive—is essential. … [Read more...] about Value-Based Selling: Tangible vs. Intangible

I want to highlight an important coaching technique that you should be practicing with every single one in your sales team: owning the story. What do … [Read more...] about Every Seller Has to Own the Story | Sales Strategies