The Future of Sales: Rethinking compensation
This is the third column in a six part series on the future of sales that Colleen…
Future of Sales: Rethinking the Sales Manager
This is the second column in a six part series on the future of sales that Colleen…
Productivity: It’s not about the time you find
“How do I find time so I can be more productive?” I hear that question often, but…
The role of tech in the future of sales (It’s even bigger than you think)
Conventional wisdom says the primary role of technology in sales today is to make us more efficient.…
How to avoid falling into the sales pit
This Tip Sheet from Colleen Francis is taken from an interview of her by Josh Zywien on…
5 ways to turn a defective team into rockstar sellers
Dysfunctional: the word comes up in conversation every day, usually in relation to crazy families, nutty reality…
Why sales training isn’t working
How can you determine, more precisely, where individual sellers fall on the motivation and skill spectrum? How…
Four business communities you need to sell to today
Today’s marketplace is in the midst of a profound transformation in how sales are generated and sustained.…
Technology influencing a new sales generation
One of the most common ways we tend to define generational gaps today is by the way…
Third step to entering a new sales territory: Set Realistic Timetables
In this series about entering new sales territory, so far we’ve talked about the importance of choosing…
Second step to entering a new sales territory: Understand the ground
So far in this series on entering new sales territory, I’ve talked about the importance of choosing…
First step to entering a new sales territory
Moving into a new sales territory is an exciting time for your business. Since you’re eager to…
Missteps that cause the sales pipeline trouble
An interview of Colleen Francis by Josh Zywien Sales expert and entrepreneur Colleen Francis hates to be…
Why sales training isn’t working
In a previous Tip Sheet I’ve discussed how the motivation and skill of individual sellers have a…
5 prospects you should be aware of
Wishy-washy answers. Heel dragging. Elusiveness. Favoritism toward competitors. And, sometimes, downright unethical behavior. We’ve all experienced at…